SPD 317 Recap of wk 3

the most important parties who make final decision but are not present at the negotiation table

• Invisible hand

• Courier

• Hidden table

• Messenger

Which of the following are examples of situation assessment?

• Linkage effect

• Endowment effect

• Necessity

• BATNA

• Third-party intervention

......refers to whether a party to the negotiation table must have a contract approved by some other body or group.

• Ramification

• Ratification

• Certification

• Collaboration

Employment negotiation is.....

• one short

• long term

• repetitive

The risk associated with the willingness of the

other party to honor its terms is...

• BATNA risk

• Contractual risk

• Strategic risk

• Regulatory risk

Prospect theory discusses

• how people are inspired to make a decision

• how people consider surplus and deficit differently

• how people value gains and losses differently

• how people are deceived by invalid information

Considering who makes the first offer is to assess...

• Do Negotiators Communicate Explicitly or Tacitly

• Do Negotiations Involve More Than One Offer

• Is There a Power Differential Between Parties?

• What Conventions Guide the Process of Negotiation

Business negotiations between Apple and Samsung were good sample of...?

• Is Agreement Required?

• Are Linkage Effect Present?

• Is It Legal to Negotiate?

• Are Time Constraints Involved?

What does ZOPA stand for?

• Zone of Possible Acceptance

• Zone of Preferred Agreement

• Zone of Possible Agreement

• Zone of Potential Acceptance

What is ZOPA?

• Area where bargaining zones of each party overlapped

• Area where bargaining zones of each party maximized

• Area where bargaining zones of each party minimized

• Area where bargain zones of each party finalized