Question: Who is a leader in a group or organization?
A. Follower
B. Decision-maker
C. Observer
D. Neutral
Answer: B. Decision-maker
Question: What is a key trait of effective leadership?
A. Micromanagement
B. Flexibility
C. Dependency
D. Isolation
Answer: B. Flexibility
Question: Which leadership style involves giving team members a high level of autonomy in decision-making?
A. Autocratic
B. Democratic
C. Laissez-faire
D. Transactional
Answer: C. Laissez-faire
Question: Negotiation is a process of:
A. Dictating terms
B. Collaboration
C. Avoiding communication
D. Ignoring differences
Answer: B. Collaboration
Question: In negotiation, what is a win-win outcome called?
A. Compromise
B. Cooperation
C. Agreement
D. Integrative solution
Answer: D. Integrative solution
Question: What is a common barrier to effective negotiation?
A. Active listening
B. Open communication
C. Assumptions and stereotypes
D. Empathy
Answer: C. Assumptions and stereotypes
Question: Transformational leadership focuses on:
A. Maintaining the status quo
B. Inspiring and motivating followers
C. Strict rule enforcement
D. Immediate rewards
Answer: B. Inspiring and motivating followers
Question: Which negotiation strategy involves demanding concessions and making few in return?
A. Integrative bargaining
B. Distributive bargaining
C. Cooperative negotiation
D. Collaborative bargaining
Answer: B. Distributive bargaining
Question: What is a crucial skill for effective negotiation?
A. Rigidity
B. Inflexibility
C. Patience
D. Avoidance
Answer: C. Patience
Question: What type of power is derived from a leader’s knowledge and expertise?
A. Referent power
B. Coercive power
C. Expert power
D. Legitimate power
Answer: C. Expert power
Question: Which negotiation approach seeks to maximize the outcome for one party, often at the expense of the other?
A. Collaborative
B. Competitive
C. Integrative
D. Distributive
Answer: B. Competitive
Question: Emotional intelligence is essential for:
A. Autocratic leadership
B. Laissez-faire leadership
C. Transformational leadership
D. Authoritarian leadership
Answer: C. Transformational leadership
Question: What is a key element in principled negotiation according to the Harvard Negotiation Project?
A. Power struggles
B. Ethical considerations
C. Hidden agendas
D. Manipulative tactics
Answer: B. Ethical considerations
Question: What type of negotiation involves a neutral third party facilitating the process?
A. Mediation
B. Arbitration
C. Competition
D. Distributive negotiation
Answer: A. Mediation
Question: In negotiation, what is BATNA?
A. Best Alternative to a Negotiated Agreement
B. Bargaining Agreement for Timely Negotiations and Agreements
C. Better Alternative than Negotiating Again
D. Basic Approach to Negotiation Assessment
Answer: A. Best Alternative to a Negotiated Agreement
Question: What is a characteristic of a laissez-faire leadership style?
A. Centralized decision-making
B. High level of autonomy for team members
C. Strict control
D. Authoritarian rule
Answer: B. High level of autonomy for team members
Question: Which negotiation strategy emphasizes collaboration and mutual benefit?
A. Distributive bargaining
B. Integrative bargaining
C. Competitive negotiation
D. Cooperative bargaining
Answer: B. Integrative bargaining
Question: Transformational leaders focus on:
A. Maintaining the status quo
B. Immediate rewards
C. Inspiring and motivating followers
D. Punishing non-compliance
Answer: C. Inspiring and motivating followers
Question: What is an essential aspect of effective leadership communication?
A. Lack of transparency
B. Ambiguity
C. Active listening
D. Dictatorial tone
Answer: C. Active listening
Question: Which power base relies on followers’ admiration and respect for the leader?
A. Coercive power
B. Legitimate power
C. Referent power
D. Reward power
Answer: C. Referent power
Question: Negotiation is NOT effective when:
A. There is open communication
B. Parties are willing to collaborate
C. There is a lack of trust
D. There is mutual understanding
Answer: C. There is a lack of trust
Question: In negotiation, what does “ZOPA” stand for?
A. Zero Outcome Potential Agreement
B. Zone of Potential Agreement
C. Zonal Organization for Practical Agreements
D. Zealous Optimization of Productive Agreements
Answer: B. Zone of Potential Agreement
Question: Which leadership style involves leaders consulting with their team before making decisions?
A. Autocratic
B. Transformational
C. Democratic
D. Laissez-faire
Answer: C. Democratic
Question: What is the primary focus of distributive negotiation?
A. Building relationships
B. Maximizing joint outcomes
C. Gaining advantages for one party
D. Collaborative problem-solving
Answer: C. Gaining advantages for one party
Question: Which negotiation tactic involves making a small concession to build trust and encourage reciprocation?
A. Nibbling
B. Anchoring
C. Framing
D. Concessions
Answer: A. Nibbling
Question: Which leadership approach emphasizes setting clear expectations and enforcing strict rules?
A. Transformational
B. Transactional
C. Democratic
D. Laissez-faire
Answer: B. Transactional
Question: What is a key skill in principled negotiation?
A. Deception
B. Collaboration
C. Coercion
D. Intimidation
Answer: B. Collaboration
Question: What is the role of empathy in effective leadership?
A. Creating distance from followers
B. Fostering understanding and connection
C. Ignoring followers’ emotions
D. Encouraging isolation
Answer: B. Fostering understanding and connection
Question: Which negotiation phase involves exploring interests and creating options?
A. Closing
B. Bargaining
C. Preparation
D. Interest-based negotiation
Answer: D. Interest-based negotiation
Question: What is the primary objective of principled negotiation?
A. Maximizing one party’s gain
B. Achieving a win-win outcome
C. Imposing conditions on the other party
D. Avoiding the negotiation process
Answer: B. Achieving a win-win outcome