Test d'entraînement · Négociation

Exemples de questions

Exemples de questions avec les réponses.

Tirées du test d'entraînement, réponses visibles. L'examen pose sa propre sélection de 40 questions.

1. La persuasion en négociation

   1. Which phrases can be used to introduce or redirect a frame? Choose all that apply.

   Sélectionne toutes les réponses valables.

   • The real question is... Bonne réponse
   • BThere is nothing else to discuss.
   • Another way to look at this is... Bonne réponse
   • DYou are completely wrong because...

   Pourquoi : These phrases invite a new perspective and redirect attention toward a more useful focus.

2. Escalade et désescalade des conflits

   2. What is the primary meaning of an emotional trigger?

   • A cue that activates a strong emotional response Bonne réponse
   • BA habit of ignoring emotions
   • CA disagreement about facts
   • DA strategy for avoiding conflict

   Pourquoi : A trigger is the cue that activates a strong emotional response. A common mistake is treating the reaction itself as the trigger.

3. Clients, fournisseurs et partenariats

   3. Which categories belong on the vendor scorecard? Choose all that apply.

   Sélectionne toutes les réponses valables.

   • Responsiveness Bonne réponse
   • Value Bonne réponse
   • Strategic importance Bonne réponse
   • Reliability Bonne réponse

   Pourquoi : The scorecard evaluates all 4 categories to compare vendors more completely.

4. Relations amoureuses

   4. Which statement best matches how people often evaluate time?

   • They often evaluate visible moments more than total effort Bonne réponse
   • BThey always measure total effort accurately
   • CThey ignore visible moments completely
   • DThey evaluate only future plans

   Pourquoi : A common pattern is focusing on what is most visible rather than all effort invested.

5. Cadrer le terrain

   5. What is a reference point?

   • A comparison standard used to judge an outcome Bonne réponse
   • BA prediction about what will happen
   • CA measure of objective value
   • DA final agreement between parties

   Pourquoi : 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.

6. BATNA et rapport de force

   6. A reservation point turns a vague feeling into a decision rule.

   • Vrai Bonne réponse
   • BFaux

   Pourquoi : True. It provides a clear standard for evaluating whether terms are acceptable.

7. Négociations diplomatiques

   7. Reducing uncertainty in a conflict often creates room for what?

   • AComplete trust
   • Future negotiation Bonne réponse
   • CPermanent agreement
   • DImmediate victory

   Pourquoi : Reducing uncertainty can make future negotiation easier even when disagreements remain.

8. Négociations familiales

   8. What does emotional history primarily influence?

   • How people interpret what happens Bonne réponse
   • BThe length of a conversation
   • CThe objective facts of every event
   • DThe number of disagreements

   Pourquoi : Emotional history shapes interpretation of events. A common mistake is assuming it changes the facts themselves.