Test di pratica · Negoziazione

Domande di esempio

Domande di esempio con risposte.

Dal test di pratica, con le risposte in vista. L'esame pone un proprio set di 40 domande.

1. Persuasione Durante la Negoziazione

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

   Scegli tutte le opzioni che si applicano.

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

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

2. Escalation del Conflitto e

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

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

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

3. Clienti, Fornitori e Partnership

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

   Scegli tutte le opzioni che si applicano.

   • Responsiveness Risposta corretta
   • Value Risposta corretta
   • Strategic importance Risposta corretta
   • Reliability Risposta corretta

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

4. Relazioni Romantiche

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

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

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

5. Definire il Terreno di Gioco

   5. What is a reference point?

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

   Perché: 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 e Forza Negoziale

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

   • Vero Risposta corretta
   • BFalso

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

7. Negoziazioni Diplomatiche

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

   • AComplete trust
   • Future negotiation Risposta corretta
   • CPermanent agreement
   • DImmediate victory

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

8. Negoziazioni Familiari

   8. What does emotional history primarily influence?

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

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