Brijesh is negotiating with Sara, who wants to purchase his car. The only issue is price. This is an

Brijesh is negotiating with Sara, who wants to purchase his car. The only issue is price. This is an example of a (select one): position-based negotiation. interest-based negotiation. dispute-resolution negotiation. all of the above two of the above none of the above 2. In the House on Elm Street negotiation, Pat could pay no more than 250,000 for the house. This is Pats (select one): stretch goal. most-likely price. reservation price. BATNA. ZOPA. none of the above. 3. Jing and Tim have parking spaces next to each other at the apartment complex where they live. Tim claims
Brijesh is negotiating with Sara, who wants to purchase his car. The only issue is price. This is an example of a (select one): position-based negotiation. interest-based negotiation. dispute-resolution negotiation. all of the above two of the above none of the above 2. In the House on Elm Street negotiation, Pat could pay no more than 250,000 for the house. This is Pats (select one): stretch goal. most-likely price. reservation price. BATNA. ZOPA. none of the above. 3. Jing and Tim have parking spaces next to each other at the apartment complex where they live. Tim claims that Jing dented his car when she was driving out of her space. They are negotiating with each other, trying to resolve this dispute. This type of negotiation tends to (select one): be adversarial. look to the past. be interest-based. all of the above. two of the above. none of the above. 4. Boris is involved in a business dispute with his partner Kaylee. Someone has suggested that they should use a third party process to resolve the dispute. The following are examples of third party processes (select one): arbitration mediation litigation all of the above two of the above none of the above 5. Someone else has suggested that Boris and Kaylee (#4 above) should use an ADR process. The following are examples of ADR processes (select one): arbitration mediation litigation all of the above two of the above none of the above 6. Tommaso owns a business and is involved in a dispute with one of his suppliers, Sharmin. Because Tommaso is certain that he is right, he wants to use a rights-oriented process to resolve the dispute. Examples of rights-oriented processes are (select one): arbitration mediation negotiation two of the above all of the above none of the above 7. Kelly is negotiating a complex deal with Santiago, but they are making little progress. They should consider the following processes, which have been used for deal making (select one): mediation litigation arbitration all of the above two of the above none of the above 8. Cai is preparing for a cross-cultural negotiation with Yosuke. In preparing for this negotiation, he wants to make sure that he understands Ryosukes deep culture. This means understanding the other sides (select one): values. beliefs. negotiating style. all of the above two of the above none of the above 9. Elena is negotiating the purchase of a kitchen table from her neighbour Benxi. Her goal is to acquire it for 250 and she will begin the negotiations by offering 150. If Elena cannot negotiate a price of 300 or less for the table, she will purchase a new table from a store for 400. Bixins goal is to sell the table for 350. She will counter Elenas initial offer by countering with 400. If Beixi cannot get at least 275 from Elena for the table, she will sell it to her nephew for 200. (Select one): Elenas stretch goal is 150 and Benjis stretch goal is 200. Elenas stretch goal is 400 and Benjis stretch goal is 400. Elenas stretch goal is 250 and Benjis stretch goal is 400. Elenas stretch goal is 300 and Bixins stretch goal is 350. Elenas stretch goal is 250 and Bixins stretch goal is 275. none of the above 10. Based on only the facts in #9, (select one): Elenas reservation price is 400 and Bixins reservation price is 275. Elenas reservation price is 300 and Bixins reservation price is 275. Elenas reservation price is 400 and Bixins reservation price is 200. Elenas reservation price is 250 and Bixins reservation price is 200. Elenas reservation price is 150 and Bixins reservation price is 350. none of the above 11. Based on only the facts in #9 (select one): This is an interest-based negotiation. This is a position-based negotiation. This is a deal-making negotiation. all of the above two of the above none of the above 12. Based on only the facts in #9 (select one): Elenas BATNA is 300 and Bixins BATNA is 275. Elenas BATNA is 150 and Bixins BATNA is 400. Elenas BATNA is 400 and Bixins BATNA is 250. Elenas BATNA is 250 and Bixins BATNA is 350. Elenas BATNA is 300 and Bixins BATNA is 200. None of the above 13. Based on only the facts in #9 the ZOPA ranges from (select one): 250 to 400. 150 to 400. 150 to 275. 150 to 250. 275 to 300. 250 to 350. 14. Clyde owns a business and needs to hire a temporary employee for one month, beginning November 16. On November 1, he sent Bonnie a written job offer that stated the November 16 start date. Bonnie accepted Clydes offer with a written reply on November 2 but said that she could not start until November 18. Clyde sent her a written response on November 3 stating that November 18 was fine with him. Assuming that all other details regarding employment (such as salary, hours, etc.) were spelled out in their messages, Bonnie and Clyde (select one): formed a contract on November 1. formed a contract on November 2. formed a contract on November 3. formed a contract on November 16. formed a contract on November 18. have not formed a contract. 15. Amanda is beginning to negotiate the sale of her car to Anuj. In deciding whether to make the first offer, the most important psychological tool that she needs to consider is (select one): the contrast principle. reactive devaluation. anchoring. reciprocity. whether the other side is authorized to make a deal. none of the above. 16. Jessica manufactures components for a product. She has sued one of her customers, Michael, in the United States for payment. Michael claims that the components that Jessica delivered were defective. They are now negotiating a possible settlement. Jessica is asking the court to award her 400,000 in damages and she agreed to pay her attorney a 30% contingency fee. There is a 50% chance that she will win. If they go to court, she estimates that Michaels attorneys fees will total 80,000. Based on a decision tree calculation, the value of Jessicas litigation BATNA based only on these facts is (select one): 400,000. 280,000. 200,000. 140,000. 110,000. none of the above. 17. Same facts as #16, except that Jessica files her lawsuit outside the US in a country that uses a “loser pays” rule. Instead of hiring her attorney on a contingency fee, she agrees to pay the attorney a fixed fee of 90,000. Based on a decision tree calculation, the value of Jessicas litigation BATNA based on these revised facts is (select one): 200,000. 155,000. 115,000. 110,000. 70,000 none of the above. 18. Harinee is negotiating to sell her car to Sam. During negotiations, Sam asks Harinee whether the car has ever been damaged in an accident. Harinee says absolutely not. This is a lie. She was involved in a serious accident in which a passenger in her car was killed. After the accident she had the car completely repaired and the damage is not noticeable. Based on Haines answer, Sam bought the car but later discovered the lie. Harinee has violated which of the following legal rules (select one): fiduciary duty unconscionability fraud all of the above two of the above none of the above 19. Mark works in sales for Company X and is paid a commission on his sales. After negotiations he enters into a contract to sell a product to a customer at a price that is much higher than what other sales people could negotiate. His boss sends Mark an email stating that she is very pleased with the deal. Despite the high price, the customer is also pleased with the deal and pays Mark a bonus. When Marks company later learns about the bonus the company (select one): can refuse to pay his commission because the unconscionability rule. can refuse to pay his commission because of the fraud rule. can refuse to pay his commission because of the fiduciary duty rule. can refuse to pay his commission because of the Golden Rule. in this situation, must pay the commission. none of the above 20. To increase your power in a negotiation you should (select one): always make the first offer. use reactive devaluation. rely on confirming evidence when preparing for the negotiation. ask the other side lots of questions use overconfidence when making decisions relating to the negotiation. none of the above 21. Your BATNA strategy should always include (select one): disclosing your BATNA. weakening the other sides BATNA. strengthening your BATNA. all of the above. two of the above. none of the above. 22. Company A hired Nick as an agent and gave him a letter authorizing him to make purchases on behalf of the company. In a separate email, the company explained to Nick that he could only make purchases for 100,000 or less. In other words, 100,000 was the reservation price for his negotiations. Nick proceeded to negotiate a contract with a new supplier, B, in which he purchased goods for 95,000. Nick showed B the letter of authority from the company but did not mention the 100,000 limitation that the company explained in the email. Select one: Company A is bound by the contract because Nick had express authority. Company A is bound by the contract because Nick had apparent authority. Company A is not bound by the contract because of illegality. Company A is not bound by the contract because of unconscionability. Company A is not bound by the contract because of fraud. none of the above. 23. Same fact as #22, except that Nick agreed to pay 105,000 in the contract with B. Select one. Company A is bound by the contract because Nick had express authority. Company A is bound by the contract because Nick had apparent authority. Company A is not bound by the contract because of illegality. Company A is not bound by the contract because of unconscionability. Company A is not bound by the contract because of fraud. none of the above 24. The best way to avoid the fixed pie assumption is to (select one): devalue proposals made by the other side. use a large stretch goal. search for interests of both sides that arent in conflict. all of the above. two of the above. none of the above. 25. Eshan is preparing for a negotiation to sell his house to Jose. He thinks that the ZOPA range is 250 to 300 when it is really 225 to 325. This is an example of (select one): reactive devaluation. overconfidence. the contrast principle. all of the above. two of the above. none of the above.

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