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stion 1 0 out of 0.8 points One of your colleagues is about to take part in a multiparty negotiation and asks your advice about what to do early in...

• stion 1

0 out of 0.8 points




One of your colleagues is about to take part in a multiparty negotiation and asks your advice about what to do early in the negotiation. Which of the following strategies is most advisable based on the course content?

a. Initiate early contact with potential coalition members

b. Make an aggressive first offer

c. Hint at your BATNA

d. Both A and C

e. None of these










• Question 2

0 out of 0.8 points




In your negotiations with an important client, you realize that the two of you are fixated on a single issue - price. Based on the course material, which of the following strategies should you employ to give this negotiation a more integrative focus?/p>

a. Reveal some of information about your preferences and priorities

b. Make multiple offers simultaneously

c. Be honest about your reservation price

d. Both A and B

e. All of the above










• Question 3

0.00533 out of 0.8 points




In which situations does the general advice to make the first offer not apply (select all that apply)?

a. You and your counterparts have bad BATNAs

b. You cannot

c. You could get excluded

d. You are at a major information disadvantage

e. You have a strong BATNA 

f. You are engaged in an integrative negotiation

g. You know you counterpart's reservation price

h. You and your counterpart have overlapping interests










• Question 4

0 out of 0.8 points




During a negotiation, you should never reveal your:

a. Target price

b. Reservation price


d. Interests

e. rationale










• Question 5

0 out of 0.8 points




Negotiations often involve three types of issues. For ______________ issues, the parties' preferences are directly opposed. For ______________ issues, the parties have directionally-opposed preferences but value the issues differently. For ______________ issues, the parties have the same preferences.


a. Integrative, distributive, compatible

b. Compatible, integrative, distributive

c. Distributive, compatible, integrative

d. Distributive, integrative, compatible

e. Integrative, compatible, distributive










• Question 6

0 out of 0.8 points




You are trying to give a colleague some valuable tips about claiming value in negotiation. Based on the course material, which of the following tactics should you suggest?

a. Immediately re-anchoring if the other party opens aggressively

b. Making larger concessions as the negotiation moves closer to to his/her price

c. Adding issues to the negotiation

d. Both A and C

e. All of the above










• Question 7

0 out of 0.8 points




Your counterpart's culture inclines her to resist the direct sharing of information. Which of the following negotiation strategies would be most effective for learning her priorities?






a. Propose a contingency contract

b. Make multi-issue offer

c. Give away little information

d. Take her perspective

e. Ask diagnostic questions




• Question 8

0 out of 0.8 points




Which statements about the similarities and differences of disputes and negotiations are true (select all that apply

a. In disputes, interests are most important; in negotiation, position are most important

b. Disputes are mostly about claiming value; negotiation are mostly about creating value

c. In disputes, parties usually come to the table angrily/emotional; in negotiations, parties are usually calm

d. Disputes and negotiation are about allocating scarce resources

e. In disputes, BATNAs are typically linked; in negotiation, BATNAs are typically dependent

f. Disputes and negotiations both involve the negotiations dilemma

g. In disputes, parties are trying to avoid something bad; in negotiation, parties are trying to obtain something good

h. Rights and power are typically integral to the discussion in both disputes and negotiation












• Question 9

0 out of 0.8 points




Which of the following statements is true?

a. A statement is fraudulent when it involves a knowing misrepresentation of a material fact that that a counterpart relies on and that causes harm

b. Individuals must honor a general duty of "good faith" in negotiations

c. Reservation prices are material facts, and false statement about them are subject to litigation

d. BATNAs are material facts, and false statement about them are subject to litigation

e. Both a and c

f. Both a and d

g. All of the above










• Question 10

0 out of 0.8 points




Which of the following is NOT a way to build trust in a negotiation?

a. Share information

b. Make offers

c. Assume that the counterpart is trustworthy

d. Ask questions

e. All of the above are ways to build trust











• Question 11

0 out of 0.8 points




Which of the following is NOT one of the characteristics of a good scoring system?

a. Objective

b. Complete

c. Operational

d. Useful

e. Measurable











• Question 12

0.8 out of 0.8 points




Your greatest source of power in any negotiation comes from:

a. Information about your own interests

b. Ratification

c. Your BATNA

d. Time

e. None of these gives you power











• Question 13

0.8 out of 0.8 points




The post-settlement settlement strategy:

a. Allows negotiations to start with a clean slate

b. Allows negotiations to reach a deal that is based on trust and a hand shake

c. Allows negotiations to explore other options that both parties prefer over their current settlement terms

d. Allows people to negotiate in such a manner that their first offer is, in effect, their last offer and they do not waste valuable time going back and forth

e. Involves the use of a mediator who attempts to recommend viable settlements when parties cannot reach mutual settlements










• Question 14

0.2 out of 0.8 points




Which of the following are advantages of presenting multiple equivalent simultaneous offers (MESOs) (select all that apply)?

a. Anchoring 

b. Signal your interests

c. Check counterpart's honesty

d. Build trust

e. Conclude the negotiation quickly and amicably

f. Glean information about counterpart interests 

g. Obtain info on relative priorities

h. Glean information about tradeoffs

i. Achieve mutually-beneficial improvements to an existing deal

j. Directly share information about your preferences and priorities

k. Demonstrate flexibilities










• Question 15

0.8 out of 0.8 points




You are trying to buy a plant designed to make pharmaceutical products. This is a single-issue negotiation - there have been and will be no opportunities to add issues to the table and you are not interested in developing a relationship with the seller. Based on the course material, which of the below strategies is LEAST relevant in this distributive negotiation setting?

a. Knowing you BATNA

b. Logrolling

c. Researching the other party's BATNA

d. Making the first offer

e. Setting high aspirations










• Question 16

0 out of 0.8 points




A friend calls you on the phone, excited about having found the "perfect" house. Based on the course material, what is the single-most important thing she should do before negotiating with the seller of this house?

a﷐ Determine the mean value of the homes in the current housing market and use this value as the target price

b﷐ Use integrative instead of distributive tactics throughout the negotiation

c﷐ Talk to the current owners of the house to determine their reservation price

d﷐ Find at least one other home she'd be happy to purchase

e﷐ Figure out the maximum amount of money she's willing to spend on a home











• Question 17

0 out of 0.8 points




The bargaining zone is:

a. The distance between negotiators' targets 

b. The distance between negotiators' reservation prices

c. The distance between the first offer each party puts on the table

d. The distance between negotiators' BATNAs

e. The distance between a negotiators' position and his/her underlying interests











• Question 18

0 out of 0.8 points




You are involved in a negotiation with a sales representative about the shipment of products. The sales representative tells you that the products will arrive by Tuesday, but you do not believe him. You think the products probably won't arrive until Friday. What is the best strategy to use in this situation?

a. Logrolling

b. A post-settlement settlement

c. Hinting at your BATNA

d. A contingency contract











• Question 19

0 out of 0.8 points




In a negotiation, it is important to be able to detect when the other party might be lying (or bluffing). Which strategies is/are effective to discover their lies?

a. MESOs

b. Making aggressive fist offers

c. Demanding greater concessions from the other side

d. Contingency contracts

e. Both a and d










• Question 20

0 out of 0.8 points




Which of the following is NOT a strategy that typically increases the effectiveness of negotiating teams?

a. Acknowledge intra-team differences during the inter-team negotiation

b. Hold an intra-team negotiation before the inter-team negotiation

c. Create a team scoring system

d. Assign each team member a separate role

e. Decide which team members can call a caucus meeting 










• Question 21

0.26933 out of 0.8 points




Which of the following strategies are not recommended in most negotiations (select all that apply)?

a. Empathy

b. Concessions

c. Single- issue offers 

d. Contingency contracts

e. Scoring systems

f. boulwarism










• Question 22

0 out of 0.8 points




An example of a good (WISE) threat is:

a. Let's stay civil. You don't want to go to war with me. Just ask your predecessor

b. Please give me what I want or else you will pay the consequences

c. The authorities know I'm right, so there really is no point in trying to intimidate me.

d. If I don't get the cargo by Friday, I'll begin legal proceedings, but I'd like to avoid that

e. Let's see if we can work this out by focusing on our interests.










• Question 23

0 out of 0.8 points




Consider the Les Florets and Bullard Houses negotiations. What is the fundamental reason that sellers probably should reach a deal in Les Florets, but sellers' agents probably should not reach a deal in Bullard Houses?

a. Les flores: positive bargaining zone once are stated. Bullard houses: negative bargaining zone once positions are stated

b. Les flores: positive bargaining zone once interests are considered. Bullard houses: negative bargaining zone once interest are considered

c. Les flores: positive bargaining zone once final offers are made. Bullard houses: negative bargaining zone once final offers are made

d. Les flores: positive bargaining zone once targets are considered. Bullard houses: negative bargaining zone once targets are considered










• Question 24

0 out of 0.8 points




A good target is:

a. Close to your reservation price

b. As aggressive as possible

c. Close to your counterpart's reservation price

d. Different for each issue in the negotiation

e. Close to your counterpart's target










• Question 25

0.8 out of 0.8 points




A Pareto efficient agreement is one in which:

a. The agreement satisfies your aspiration level

b. All other agreements make at least one of the negotiation worse off 

c. All other agreements make at least one negotiator better off

d. The agreement is above your reservation price

e. The agreement maximize you slice of the pie











Friday, May 11, 2018 10:05:02 AM EDT


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