The Psychology of Negotiation Trivia Questions
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Mental strategies in negotiation. Play The Psychology of Negotiation trivia solo to sharpen your knowledge, or challenge a friend head-to-head in Trivia Tango — every question comes with an explanation so you learn as you play.
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This negotiation outcome occurs when both parties leave with more value than they started with, often called a "win-win."
- Integrative agreement
- Distributive agreement
- Zero-sum agreement
- Positional agreement
The alternative you would pursue if the current negotiation fails completely - your walkaway option.
- Reservation price
- BATNA
- Anchor point
- Target price
This psychological phenomenon causes people to rely too heavily on the first piece of information offered in a negotiation.
- Confirmation bias
- Recency effect
- Anchoring effect
- Availability heuristic
This type of negotiation treats resources as fixed, where one party's gain is the other's loss - like dividing a pie.
- Collaborative negotiation
- Principled negotiation
- Interest-based negotiation
- Distributive negotiation
The minimum terms a negotiator will accept before walking away from the table.
- Opening position
- Target point
- Reservation point
- Aspiration level
This communication technique involves restating what the other person said to show understanding and encourage elaboration.
- Deflecting
- Active listening
- Stonewalling
- Projecting
The range between both parties' reservation points where a deal is possible.
- Negotiation spectrum
- Deal corridor
- Agreement window
- Zone of Possible Agreement
This occurs when negotiators assume their interests directly conflict when they actually could both get what they want.
- Confirmation bias
- Attribution error
- Fixed-pie bias
- Sunk cost fallacy
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