Negotiation - Final Exam: 2 Points

Quizzes - Take 26/03/22, 5:01 PM
Negotiation - Final Exam

This is a multiple choice exam. There may be more than one correct answer to choose
from or sometimes none may be correct. Therefore, please consider the alternatives
carefully.
1 2 points
What basic principles are NOT key to the Harvard Method of Negotiation?
Separate the people from the problem
Be hard on the problem, soft on the people
Seek opportunities for mutual gain
Focus on interests, not positions
2 2 points
What two aspects are central to any negotiation?
Compromises
Threats
Demands
Concessions
Creating value
Claiming value
https://frankfurtschool.quiz-lti-fra-prod.instructure.com/taking/17382/take Page 1 of 8
3 4 points
What are the two basic types of negotiation?
Subtractive
Additive
Integrative
Distributive
4 2 points
What are types of leverage?
Resource or power-based leverage
Normative leverage or standards-based appeals
Positive or needs-based leverage
Negative or threat-based leverage
5 2 points
The acronym ZOPA stands for
Zone of Possible Agreements
Zone of Premature Assessments

Zone of Possible Arguments
Zone of Premeditated Agreements
6 2 points
In negotiation the term "anchoring" refers to:
The tendency to anchor your position or dig in your heels rather than being open
to new offers
The tendency to "fixate" on your own BATNA rather than consider the other
parties'.
The tendency to rely too heavily on the first offer or bid as the reference point
for further negotiation.
The tendency to "fix" your position based on the other party's BATNA
7 2 points
Which of the following techniques does Chris Voss recommend in a negotiation?
Mirroring
Accusation audit
Splitting the difference

Labelling
8 2 points
Which of the following value dimensions are often involved in understanding cross-
cultural negotiations?
The relative values ascribed to individuality vs collectivism
The relative values ascribed to democracy vs totalitarianism
The relative values ascribed to capitalism vs socialism

The relative values ascribed to egalitarianism vs hierarchy
9 2 points
What two factors play a role in choosing among the bargaining styles as a negotiation
strategy?
The perceived importance of your power in the negotiation
The perceived importance of the relationship with your negotiation

counterparty
The perceived importance of the stakes (outcome) in the negotiation
The perceived importance of your rights
10 3 points
What three factors play a role in any negotiation according the article by Ury, Brett
and Goldberg?
Leverage
Rights
Interests
Power
11 2 points
The term "leverage" refers to:
Your ability to use your knowledge of the other parties needs, wants and desires
to positively influence the outcome of a negotiation in your favour
The appeal to your party's subjective sense of fairness to achieve a negotiated

settlement
The ability to use a small issue to extract a larger advantage
12 2 points
What is the goal of the Harvard Method of Negotiation?
Make concessions as a condition of the relationship
Avoid conflict and preserve the relationship
To reach a wise, efficient and amicable outcome
Not only to reach an agreement but to do so on your own terms
13 6 points
Please select the appropriate negotiation strategy for each condition.
Stakes (outcome) are less

important than the relationship
with the counterpary.
Stakes (outcome) and the

relationship with the
counterpary are equally
important.
Stakes (outcome) and the

relationship with the
counterpary are equally
unimportant.
Stakes (outcome) are more

important than the relationship
with the counterpary.
Possible answers
competitive powerful collaborating distracted
accommodation avoiding
14 4 points
Please order the phases of a negotiation chronologically.
Information using
Implementation
Closing
Information gathering
Preparation
Bidding
Relationship building
15 2 points
Complete the following sentence: the 2 Euro game is an example of:
Creating value
Splitting the difference

An integrative negotiation
A distributive negotiation
16 4 points
Why is understanding your BATNA important in preparing for a negotiation?
It determines your reservation point
It allows you to determine when NOT to negotiate further

It provides you knowledge of the alternatives if negotiations fall through
17 3 points
What criteria do Ury, Brett and Goldberg employ in determining which method of
dispute resolution is most efficient?
Satisfaction with the negotiation outcome
The effect on the relationship between the negotiating parties
Whether the negotiation actually settles the dispute so it does not reoccur.
Transaction costs
18 4 points
Which bargaining styles does Richard Shell describe in his book Bargaining for
Advantage?
Contesting, compromising, appeasing, contesting, and avoiding
Accomodating, compromising, appeasing, contesting, and avoiding

Compromising, appeasing, avoiding, collaborating, and competing
Accommodating, compromising, avoiding, competing, and collaborating
19 2 points
Decisions about "opening" and "closing" moves in a negotiation depend upon:
Whether you negotiate face-to-face or in writing.
The negotiation strategy you adopt and the information you have.
Your degree of preparation.

The information you have.
20 2 points
The acronym BATNA refers to
Best Alternative to a Negotiated Agreement
Bulk Agreement to Non-Relevant Arrangements

Best Approach to a Non-Transparent Argument
Best Act to Take in a Negotiated Agreement
21 4 points
Which of the following statements are characteristic of the Harvard Method of
Negotiation as described in the book, Getting to Yes?
Invent options for mutual gain
Focus on problems, not interests
Separate the people from the problem.
Be soft on the problem, hard on the people.
22 2 points
Why is an understanding of the "ZOPA" important in preparing for a negotiation?
It defines the upper and lower boundaries of the negotiation settlement
It can focus your attention on the other parties interests

It can help avoid thinking the range of a possible negotiated settlement depends
exclusively on the strength of one's BATNA
It can help increase your negotiation options

Negotiation - Final Exam: 2 Points

Uploaded by

Copyright:

Available Formats

You might also like

Negotiation - Final Exam: 2 Points

Uploaded by

Document Information

Original Description:

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Negotiation - Final Exam: 2 Points

Uploaded by

Copyright:

Available Formats

Quizzes - Take 26/03/22, 5:01 PM

Negotiation - Final Exam

Focus on interests, not positions

Negative or threat-based leverage

Zone of Premature Assessments

Zone of Premeditated Agreements

Splitting the difference

The relative values ascribed to democracy vs totalitarianism

The relative values ascribed to capitalism vs socialism

The perceived importance of the relationship with your negotiation

The perceived importance of the stakes (outcome) in the negotiation

The perceived importance of your rights

The appeal to your party's subjective sense of fairness to achieve a negotiated

Avoid conflict and preserve the relationship

To reach a wise, efficient and amicable outcome

Not only to reach an agreement but to do so on your own terms

Stakes (outcome) are less

Stakes (outcome) and the

Stakes (outcome) and the

Stakes (outcome) are more

competitive powerful collaborating distracted

Splitting the difference

It allows you to determine when NOT to negotiate further

Accomodating, compromising, appeasing, contesting, and avoiding

Accommodating, compromising, avoiding, competing, and collaborating

Your degree of preparation.

Bulk Agreement to Non-Relevant Arrangements

Be soft on the problem, hard on the people.

It can focus your attention on the other parties interests

It can help increase your negotiation options

You might also like