BLP EXAM 3 2026 PRACTICE EXAM PREMIUM
QUESTIONS AND ACCURATE ANSWERS ONE
HUNDRED PERCENT CORRECT
◉ #4 - Apply Standards.
Answer: The final step in principled negotiation involves
applying objective standards.
Performance measures
✓ quantity, quality, time frame, ...
◉ Negotiation Summary.
Answer: • Use active listening in negotiation to avoid judging
and to keep your focus on the issues rather than the
people.
• The most successful negotiations address the
"needs" of all parties.
• Both parties tend to comply with joint solutions.
,• Negotiated agreements need to have objective
(measurable) standards.
◉ Failed Negotiations.
Answer:
◉ Negotiations can fail for various reasons.
Two of the most common are:.
Answer: 1. tough tactics
2. inadequate preparation
◉ Attempts at manipulation (or tough
tactics) can be confronted using the
following protective skills:.
Answer: 1. Agreement
2. Disagreement
3. Inquiry
4. Fogging
5. Postponing
6. Broken record
◉ Inadequate Preparation.
, Answer: Negotiations may fail due to lack of
preparation
◉ Successful negotiators do their Homework:.
Answer: ✓Define your outcomes: The "needs" that are
necessary and the "wants" you desire.
✓Think about the outcomes your opponents
"needs", their "wants", and what are they are
willing to concede
✓Think about the best way to communicate
◉ Positional Bargaining.
Answer: A negotiation strategy whereby a party holds onto
his or her position without regard for the other party
or underlying concerns.
✓ My way or the highway
✓ Highly competitive
✓ When parties have no prior relationship and no
plans for a future relationship
QUESTIONS AND ACCURATE ANSWERS ONE
HUNDRED PERCENT CORRECT
◉ #4 - Apply Standards.
Answer: The final step in principled negotiation involves
applying objective standards.
Performance measures
✓ quantity, quality, time frame, ...
◉ Negotiation Summary.
Answer: • Use active listening in negotiation to avoid judging
and to keep your focus on the issues rather than the
people.
• The most successful negotiations address the
"needs" of all parties.
• Both parties tend to comply with joint solutions.
,• Negotiated agreements need to have objective
(measurable) standards.
◉ Failed Negotiations.
Answer:
◉ Negotiations can fail for various reasons.
Two of the most common are:.
Answer: 1. tough tactics
2. inadequate preparation
◉ Attempts at manipulation (or tough
tactics) can be confronted using the
following protective skills:.
Answer: 1. Agreement
2. Disagreement
3. Inquiry
4. Fogging
5. Postponing
6. Broken record
◉ Inadequate Preparation.
, Answer: Negotiations may fail due to lack of
preparation
◉ Successful negotiators do their Homework:.
Answer: ✓Define your outcomes: The "needs" that are
necessary and the "wants" you desire.
✓Think about the outcomes your opponents
"needs", their "wants", and what are they are
willing to concede
✓Think about the best way to communicate
◉ Positional Bargaining.
Answer: A negotiation strategy whereby a party holds onto
his or her position without regard for the other party
or underlying concerns.
✓ My way or the highway
✓ Highly competitive
✓ When parties have no prior relationship and no
plans for a future relationship
