1. Framing Up a Negotiation

Framing Up a Negotiation

Flashcards

Q1
A negotiator will have to use __________ assessment methods to uncover the characteristics of the other party’s position.

Q2
A negotiator’s ____________ is generally equal to her best alternative to a negotiated agreement (BATNA).

Q3
If the terms of the negotiation cannot meet or exceed the reservation point, the negotiator may walk away from the negotiation. True or False

Q4
It is incredibly important for a party to prevent another party from discovering her reservation point. True or False

Q5
The ___________ is the best option or path that a negotiator may choose rather than reach an agreement with the other party.

Q6
The __________ is generally at a point that the negotiator believes is potentially achievable.

Q7
Each party’s reservation point establishes the __________.

Q8
A party’s ZOPA is subject to change as the negotiation develops. True or False

Q9
A ____________ does not allow for a negotiated agreement.

Q10
The ______________ is established by the points from which the parties begin to negotiate (their “anchor points”).

Q11
The bargaining range will be constricted by _____________ during the bargaining process.

Q12
The _____________ is the negotiated outcome of a successful negotiation.

Q13
The amount or extent of interests or value claimed by a negotiator beyond her reservation point is known as the ____________.

Q14
If the parties fail to reach an agreement within the ZOPA there is a ____________.

Q15
This type of interest relates directly to the focal issues under negotiation.

Q16
This type of interest relates directly to how the negotiators behave as they negotiate.

Q17
This type of interest relates to the current or desired future relationship between the parties.

Q18
Interests may be influenced by the intangibles of negotiation including beliefs, ideas, or cognitive processing (emotions). True or False

Q19
Single-issue negotiations tend to dictate ___________ negotiations.

Q20
Multiple-issue negotiations lend themselves more to ____________ negotiations.

Q21
When there are more than one interest in a negotiation, those interests should be dealt with collectively. True or False

Q22
To prioritize interests, negotiators must understand _________.

A22
Comparative importance of each interest; and the relationship between the interests.

Resource: https://thebusinessprofessor.com/knowledge-base/prioritizing-issues-in-negotiation/

Q23
The reservation point may affect the negotiation process, and it is strengthen by an understanding of:

A23
The nature and strength of each party’s interests

  • Each party’s BATNA
  • Each party’s cost of delay or non-agreement.

Resource: https://thebusinessprofessor.com/knowledge-base/understanding-the-other-partys-resistance-point/

Q24
___________ Is the theory that a negotiator who focuses on her ideas or principles in the negotiation rather than the reservation point may feel less satisfied in an outcome than a negotiator who focuses on her own reservation point.

Q25
Which of the following is/are true regarding setting a target point?

A25
Targets should be specific, difficult but achievable, and verifiable.

  • Target setting requires proactive thinking about one’s own objectives.
  • Target setting may require considering how to package several issues and objectives.
  • Target setting requires an understanding of trade-offs and throwaways.

Resource: https://thebusinessprofessor.com/knowledge-base/negotiation-anchor-point/

Q26
The opening bid is the best that a party is capable of achieving, as a party generally cannot raise an offer once it is presented. True or False.

Q27
The risk associated with setting a target and anchoring regards ___________.

A27
the effect that it may have on the counterparty.

Resource: https://thebusinessprofessor.com/knowledge-base/negotiation-anchor-point/

Q28
A skilled negotiator will manage the ____________ of concessions in an effort to influence the other party.

Q29
The manner, nature, and timing of concessions can create perceptions and help to reveal or uncover critical information about from the counterparty. True or False.

Q30
A party should continue to make concessions until the negotiation point moves beyond the _____________.