In negotiation, what does the acronym BATNA stand for?

Basic Agreement Terms and Negotiation Approach

Best Alternative To a Negotiated Agreement

Balanced Approach To Nurturing Agreements

Bargaining Advantage Through New Alternatives

What is the 'ZOPA' in a negotiation?

The zone of possible agreement — the overlap between both sides' acceptable ranges

The zero-point where all agreements begin

A zoning permit required for property deals

The zenith of a persuasive pitch

The tactic of 'anchoring' means…

Refusing to move from your stated position

Waiting for the other side to speak first

Making the first offer to set a reference point

Always splitting the difference

Which of these is generally the strongest position to negotiate from?

Needing to close the deal urgently

Having no alternatives, so you must agree

Hiding every one of your interests

Having a strong BATNA — a good alternative to this deal

A 'win-win' (integrative) negotiation is focused on…

Expanding value by understanding both sides' underlying interests

Claiming as much of a fixed pie as possible

Winning at any cost to the relationship

Avoiding conflict by conceding early

What's the difference between a 'position' and an 'interest'?

They are two words for the same thing

A position is what you say you want; an interest is why you want it

A position is emotional and an interest is purely logical

An interest is simply your opening offer

Opening with an ambitious ask far above what you expect to settle for is called…

Flinching at the other side's offer

Anchoring high with an ambitious opening

'Logrolling' in negotiation means…

Rolling back your very first offer

Deliberately delaying to pressure the other side

Repeating one demand until it's accepted

Trading across issues each side values differently to create value

Which is a hallmark of active listening at the table?

Paraphrasing the other side's point to confirm you understood

Planning your rebuttal while they're still talking

Interrupting to correct them quickly

Staying completely silent the entire time

The 'nibble' tactic refers to…

Making a series of tiny incremental offers

Asking for a small extra concession right before closing

Splitting every difference exactly in half

Pausing to eat so talks slow down

What's Your Negotiation IQ? Test Your Deal-Making Skills 🤝

Think you can hold your own at the negotiating table? This 10-question negotiation IQ quiz tests the core concepts every great dealmaker knows — from BATNA and anchoring to win-win value creation. Each question comes with an explanation, so you sharpen your skills as you go.