Mastering The Art of Negotiation
Test your knowledge of key negotiation principles and strategies from Chris Voss, former FBI hostage negotiator.
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8 questions · Quick play · Instant results
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Quiz Questions & Answers
Review every prompt, the correct responses, and helpful context to prep for your own run-through.
Question 1: What is the primary goal of 'tactical empathy' in negotiation?
To manipulate the other party
To quickly end the negotiation
To show superiority in the conversation
To understand and acknowledge the other party's perspective
Question 2: Which tone of voice is most effective for defusing tension in a negotiation?
Assertive and commanding
Late-night FM DJ voice
Quick and excited
Loud and energetic
Question 3: What is the purpose of using 'mirror words' in negotiation?
To speed up the conversation
To mock the other party
To show agreement with everything
To repeat their last few words to encourage elaboration
Question 4: When is the best time to make your counter-offer in a negotiation?
After they've explained their position fully
Before they make their offer
When you feel frustrated
Immediately after their first offer
Question 5: What's the main benefit of using 'no'-oriented questions?
They give the other party a sense of control
They force quick decisions
They speed up the negotiation process
They make you appear more dominant
Question 6: How should you respond when someone says 'You're right' in a negotiation?
Immediately close the deal
Celebrate your victory
Be cautious - it often indicates passive disagreement
Consider it a win
Question 7: What's the best approach when facing an aggressive negotiator?
Make threats
Walk away immediately
Use calm, measured responses and tactical empathy
Match their aggression
Question 8: What's the main purpose of labeling emotions in negotiation?
To show psychological expertise
To demonstrate emotional intelligence
To defuse negative emotions by acknowledging them
To manipulate feelings