Question 1. When is Win-Win negotiation NOT applied?
A. Long-term strategic partnership.
B. When both sides have complementary values.
C. When continuous cooperation and development are needed.
D. When the partner is weak or has no bargaining power.
Question 2. What is the characteristic of Win - Lose negotiation?
A. Transparent communication, information sharing.
B. Focus on common interests rather than rigid positions.
C. Long-term and sustainable relationship.
D. Apply bargaining and pressure tactics.
Question 3: Which of the following examples is directly related to warranty terms in
negotiations?
A. Viettel negotiates 30-60 day late payment
B. Coop Mart orders in batches
C. TH True Milk requires FDA-compliant machinery
D. Vinamilk requires imported machines to have a minimum warranty of 24 months.
Question 4: According to definition, what is the main goal of negotiation?
A. Achieve the lowest possible price
B. Shows competition between parties
C. Exploiting advantages to overcome barriers to agreement
D. Find out your partner's weaknesses
Question 5: Which of the following is true about the “quality & standards” factor in
negotiation?
A. Does not affect import and export much
B. Mainly a secondary factor if the price is already good
C. Can be ignored if the partner is reputable
D. Need to inspect and comply with international standards
Question 6: Which of the following situations shows that negotiation is not just about
price?
A. Negotiate discounts for large orders
B. Arrange for batch deliveries to accommodate inventory
C. Bargain the price down to the lowest possible level
D. Negotiate price according to market time
Question 7: Which of the following types of rights is not a necessary right of a negotiator?
A. The right to make decisions on key terms
B. The right to commit to ensuring the agreement
C. The right to request the other party to change the negotiating personnel
D. The right to legal representation
Question 8: What is BATNA in the negotiation preparation process?
A. Is a detailed plan when reaching an agreement
B. Is the minimum acceptable price
C. Is the best alternative if negotiations fail
D. Is the agenda item
Question 9: When negotiations reach a deadlock, which of the following measures is NOT
appropriate?
A. Take a break to calm down
B. Break the big problem into small problems
C. Ask a third party for support
D. Increase pressure to get the other party to give in immediately
Question 10: Why should negotiators use technical terms and financial data during
negotiations?
A. To demonstrate high level
B. To put psychological pressure
C. To test the other person's knowledge
D. To increase persuasiveness and transparency in the exchange
Question 11: What role does authority play in the negotiation process?
A. Helps negotiators avoid having to make decisions.
B. Increases reliability, efficiency, and flexibility in negotiations.
C. Helps negotiators comply with more stringent administrative procedures.
D. Makes negotiations more complex and lengthy .
Question 12: During the implementation of agreements, which of the following activities is
not mentioned?
A. Establish a joint implementation team
B. Conduct performance reviews
C. Continuous improvement
D. Hold a formal signing ceremony
Question 13: What is the purpose of sending agreements internally and to stakeholders?
A. To promote the negotiation content
B. To provide feedback and approval before implementation
C. To store internal information
D. To prepare for the next meeting
Question 14: Which of the following positive effects does the action of “selective
compromise” in negotiation help create?
A. Create a professional and trustworthy image
B. Create opportunities for successful negotiations in the global market
C. Create a positive atmosphere and reduce competition and confrontation
D. Ensure a stable supply
Question 15: Which of the following behaviors is considered ethical during negotiation?
A. Concealing information about true costs to gain advantage
B. Using misleading information to confuse the other party
C. Actively listening and understanding the other party's needs
D. Putting pressure on the other party to accept the proposal
Question 16: Why is negotiation ethics important in building long-term relationships?
A. Because it helps negotiators win easily
B. Because it creates pressure for the other party to make concessions
C. Because it creates conditions for reaching a fair agreement, building trust and reputation
between the parties
D. Because it helps hide unfavorable information more effectively
Question 17: According to Fisher and Ury, an effective negotiation needs to achieve which
of the following criteria?
A. Achieve maximum benefit for one party
B. Save time by all means
C. Reach an agreement that satisfies both parties
D. Avoid all personal relationships
Question 18: What is the main difference between effective negotiation and negotiation that
focuses only on immediate results?
A. Effective negotiation focuses on long-term benefits and long-term cooperation
B. Effective negotiation always produces results as quickly as possible
C. Negotiation focusing on short-term results always produces long-term cooperation
D. There is no clear difference between these two types of negotiation
Question 19: According to the content learned, which of the following actions is not a
manifestation of a professional negotiation and trust building?
A. Keep promises and fulfill commitments after negotiations
B. Actively listen and respect partners' opinions
C. Conceal information to gain advantage in negotiations
D. Cooperate and co-create solutions with suppliers
Question 20: When the negotiation ends, why should the parties still maintain pressure on
the other party?
A. To test patience
B. To gain final concessions
C. To delay signing
D. To make a professional impression
