Sample questions
Sample questions with answers.
From the practice pool, with the answers shown. The exam asks its own set of 40.
Persuasion During Negotiation
1. Which phrases can be used to introduce or redirect a frame? Choose all that apply.
Choose all that apply.
- The real question is... Correct answer
- There is nothing else to discuss.
- Another way to look at this is... Correct answer
- You are completely wrong because...
Why: These phrases invite a new perspective and redirect attention toward a more useful focus.
Conflict Escalation & De-Escalation
2. What is the primary meaning of an emotional trigger?
- A cue that activates a strong emotional response Correct answer
- A habit of ignoring emotions
- A disagreement about facts
- A strategy for avoiding conflict
Why: A trigger is the cue that activates a strong emotional response. A common mistake is treating the reaction itself as the trigger.
Clients, Vendors & Partnerships
3. Which categories belong on the vendor scorecard? Choose all that apply.
Choose all that apply.
- Responsiveness Correct answer
- Value Correct answer
- Strategic importance Correct answer
- Reliability Correct answer
Why: The scorecard evaluates all 4 categories to compare vendors more completely.
Romantic Relationships
4. Which statement best matches how people often evaluate time?
- They often evaluate visible moments more than total effort Correct answer
- They always measure total effort accurately
- They ignore visible moments completely
- They evaluate only future plans
Why: A common pattern is focusing on what is most visible rather than all effort invested.
Framing the Battlefield
5. What is a reference point?
- A comparison standard used to judge an outcome Correct answer
- A prediction about what will happen
- A measure of objective value
- A final agreement between parties
Why: A reference point is the benchmark used to evaluate an outcome. A common mix-up is confusing it with an expectation, which is about what will happen.
BATNA & Negotiation Strength
6. A reservation point turns a vague feeling into a decision rule.
- True Correct answer
- False
Why: True. It provides a clear standard for evaluating whether terms are acceptable.
Diplomatic Negotiations
7. Reducing uncertainty in a conflict often creates room for what?
- Complete trust
- Future negotiation Correct answer
- Permanent agreement
- Immediate victory
Why: Reducing uncertainty can make future negotiation easier even when disagreements remain.
Family Negotiations
8. What does emotional history primarily influence?
- How people interpret what happens Correct answer
- The length of a conversation
- The objective facts of every event
- The number of disagreements
Why: Emotional history shapes interpretation of events. A common mistake is assuming it changes the facts themselves.