Cambridge IGCSE · Enterprise (0454)

The negotiation process: Practice Questions

5 multiple-choice questions marked as you go, and 5 written questions with worked solutions. All on The negotiation process.

10 questions25 marksFree, no account

Question 1

1 mark

An entrepreneur is preparing counter-arguments for a meeting with a supplier. Which stage of the negotiation process are they currently in?

Question 2

1 mark

Which of the following is an example of setting the tone during a negotiation?

Question 3

1 mark

An entrepreneur has completed the planning stage of a negotiation by identifying their objectives and evidence. According to the negotiation process, what is the next step they should take?

Question 4

1 mark

Which activity is specifically part of the planning stage of the negotiation process?

Question 5

1 mark

During the planning stage of the negotiation process, which of the following is a key task that an entrepreneur should perform?

Question 6

2 marks

Identify two activities that could be involved in a negotiation process.

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Question 7

4 marks

Explain how understanding each other’s point of view helps an entrepreneur reach an agreement during the conducting the negotiation stage.

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Question 8

6 marks

Analyse why identifying the weaknesses of a proposal during the planning stage is necessary for a successful negotiation.

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Question 9

3 marks

A startup enterprise produces handmade soaps and is entering the planning stage of a negotiation with a new supplier of organic oils.
(a) Identify two pieces of evidence the entrepreneur might choose to use during this negotiation.
(b) Explain one reason why identifying the weaknesses of your own proposal is important before the negotiation starts.

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Question 10

5 marks

An entrepreneur is negotiating with a bank manager for a loan to expand their business.
(a) Explain how setting the tone and understanding each other's point of view contribute to a successful outcome during the conducting the negotiation stage.
(b) Why is it important to prepare arguments and counter-arguments during the planning stage for this specific negotiation?

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