Negotiation Quiz

What is the primary purpose of having a BATNA in a negotiation?

• To avoid any negotiation

• To ensure the other party agrees to your terms

• To have an alternative course of action if negotiations fail

• The manipulate the other party into a bad deal

What is a potential drawback of developing a BATNA?

• To always leads to a better agreement

• It can be a lengthy and expensive process

• It eliminates the need for any backup plans

• It ensures the opposing party has no alternatives

Why is it important to consider the other party’s potential BATNA?

• To better understand their negotiating power and potential alternatives

• Bc it is a guaranteed way to reach an agreement

• To avoid preparing multiple BATNA

• To manipulate them into accepting ur terms

Having a BATNA allows u to:

• Avoid negotiation all together

• Force the other party to agree to ur terms

• Manipulate the other party

• Walk away from a bad deal

What is the Zone of Possible Agreement (ZOPA)?

• The area where negotiating parties may find common ground and reach an agreement

• A physical location where negotiations take place

• A set of strict rules for negotiation

• The final agreement reached by negotiating parties

What condition must exist for negotiating parties to reach an agreement?

• They must avoid any compromise

• They must have a negative bargaining zone

• They must have identical needs and values

• They must work towards a common goal and find an area of compromise

What is negative bargaining zone?

• A physical location of failed negotiation

• An area where agreements are easily reached

• An area where compromises are always successful

• An area where no agreement can be reached bc parties needs cannot be satisfied

What is the first stage of a successful negotiation?

• Agreeing that there is a range of possible outcomes acceptable to all parties

• Identifying the other party’s weaknesses

• Setting strict, non- negotiable terms

• Signing the final contract

Understanding ZOPA can help to improve:

• Contract negotiation skills

• Physical fitness

• Public speaking abilities

• Technical skills

What is essential for parties to do in order to find a ZOPA?

• Avoid any form of compromise

• Ignore the other party’s needs

• Set unchangeable demands

• Understand one another’s needs, values, and interests