Negotiation Vocabulary Quiz
12 multiple-choice questions on negotiation and persuasion vocabulary: concession, leverage, deadlock, mandate, BATNA, mediation and more. B2 level.
This quiz focuses on how the target vocabulary for Negotiation is actually used in context at B2 level, rather than testing bare definitions. Correct answers you will need to identify include terms such as concession, BATNA, deadlock, mediator and counterpart, each embedded in a full example sentence so you have to judge meaning from context, not just recognise an isolated word.
Working through all 12 questions and checking the explanations in the FAQ below is a quick way to spot any terms you are still unsure of. Revisiting the quiz again after a day or two, rather than only once, is one of the most reliable ways to move new vocabulary from passive recognition into words you can use confidently yourself in speaking and writing.
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Negotiation Vocabulary — FAQ
What is a 'concession' in negotiation?
A concession is something you give up or agree to in order to reach a deal. For example, a seller might lower the price in exchange for the buyer agreeing to faster payment. Good negotiators make concessions strategically, trading something of lower value to them for something of higher value to the other party.
What does 'leverage' mean in negotiation?
Leverage refers to any advantage that gives you power in a negotiation. It might be a strong alternative deal, time pressure on the other side, unique expertise or market position. The more leverage you have, the better your ability to push for favourable terms. Phrases include 'to have leverage over someone' and 'to use something as leverage'.
What is a 'deadlock' in negotiation?
A deadlock (also called an impasse) occurs when both sides cannot agree and progress has completely stopped. Neither party is willing to make further concessions. To break a deadlock, negotiators may bring in a mediator, introduce new options, take a break, or re-frame the issues being discussed.
What is BATNA?
BATNA stands for Best Alternative To a Negotiated Agreement. It is the best outcome you can achieve if the current negotiation fails and you walk away. Knowing your BATNA gives you a baseline: accept a deal only if it is better than your BATNA. The stronger your BATNA, the more power you have at the table.
What does 'to ratify' an agreement mean?
To ratify an agreement means to give it formal approval, making it officially binding. After negotiators reach a deal, it often needs to be ratified by a higher authority — such as a board of directors, a parliament or senior management — before it takes legal effect. Until ratified, the agreement is provisional.
What is the role of a 'mediator'?
A mediator is a neutral third party who helps two sides in a dispute reach an agreement. Unlike an arbitrator, a mediator does not impose a decision; instead they facilitate communication, clarify misunderstandings and suggest solutions. Mediation is commonly used in labour disputes, commercial disagreements and international conflicts.
What is a 'counterpart' in a negotiation?
Your counterpart is the person or team on the other side of the negotiation table. A sales director might negotiate with their counterpart, the procurement director, at another company. Using 'counterpart' rather than 'opponent' signals a more collaborative tone.
What does 'to table a proposal' mean in British English?
In British English, 'to table a proposal' means to bring it forward for discussion. This is the opposite of American English, where 'to table something' means to postpone it. This difference can cause confusion in international negotiations, so it is important to clarify which meaning is intended.
What is a 'mandate' in the context of negotiation?
A mandate defines the authority and limits given to a negotiator by their organisation. For example, a negotiator may have a mandate to offer up to a 10% discount but no more. Acting outside your mandate can invalidate the agreement reached. Checking your mandate before entering talks is essential.
What is the difference between 'persuasion' and 'manipulation'?
Persuasion involves using legitimate means — evidence, reasoning and emotional appeals based on facts and shared interests — to influence someone's decision. Manipulation involves using deceptive or exploitative tactics against someone's own interests. Skilled negotiators rely on persuasion; manipulation damages trust and long-term relationships.