BDM 203 pop quiz

What is negotiation?

• A process where one party forces the other to agree

• A static process where no adjustments are made

• A dynamic process where two parties adjust their objectives to reach a mutual agreement

• A method of avoiding agreements and conflicts

Which one is the myth of the negotiations

• Good negotiators never lie

• Good negotiators rely on intuition

• Good negotiators look for common interests

• Good negotiators make concessions

Which of the following is NOT a stage of negotiation?

• Preparation

• Bargaining

• Settlement

• Execution

In facilitation, a ______ or family member is trusted to assist both parties by meeting separately and suggesting a settlement.

What does BATNA stand for?

• Best Agreement for Negotiation Approach

• Best Alternative to a Negotiated Agreement

• Basic Approach to Negotiation Analysis

• Bargaining Agreement for Trade Negotiation

Why is BATNA important in negotiation?

• It helps negotiators understand their strongest alternative if the negotiation fails

• It forces both parties to agree to a deal

• It ensures that one party always wins the negotiation

• It eliminates the need for compromise

Why is distributive bargaining called a zero-sum process?

• Because both parties always win equally

• Because one party’s gain is another party’s loss

• Because it encourages cooperation between both parties

• Because it results in unlimited benefits for both sides

What is another name for integrative bargaining?

• Zero-sum bargaining

• Win-win or mutual-gains approach

• Competitive negotiation

• Fixed-pie bargaining

Which of the following is a key factor that facilitates success in integrative negotiation?

• Avoiding communication with the other party

• Having a common objective or goal

• Ignoring the other party’s perspective

• Focusing only on one’s own interests

Which of the following is NOT a characteristic of integrative negotiation?

• Addressing needs and interests instead of rigid positions

• Using objective criteria to set standards

• Committing to meeting only one party’s needs

• Inventing options for mutual gain