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WorksheetsChapter 1 & 2: Introduction and Distributive Bargaining
Total questions: 65
Worksheet time: 33mins
Which statement best describes negotiation in general?
A two-way process of give and take
A one-sided process of fixed offers
A legal procedure to enforce contracts
A random exchange without structure
What does BATNA represent in a negotiation?
Best alternative to a negotiated agreement
Balanced approach to narrow advantages
Basic agreement to negotiate alternatives
Binding arrangement to negotiate outcomes
The reservation point is best defined as
The midpoint of the bargaining range
The optimal goal you aim to achieve
The visible first offer in the discussion
The bottom line beyond which you walk away
Distributive bargaining is primarily characterized as
Exploratory with shared learning
Adaptive with mutual expansions
Collaborative with win–win gains
Competitive with win–lose outcomes
Which element sets the visible anchor at the start of bargaining?
Concession schedule or ladder
Reservation point or walk-away
Target point or aspiration level
Starting price or initial offer
In the negotiation process, which stage focuses on exchanging proposals and listening to the other party?
Discovery stage of information gathering
Execution stage of agreement closing
Navigation stage of proposal exchange
Creation stage of joint solution design
A strong BATNA typically
Improves your negotiating position
Guarantees a final agreement
Eliminates the need for preparation
Reduces your reservation point to zero
Which scenario reflects positive bargaining for the buyer?
Buyer’s offer equals seller’s listing
Buyer walk-away above seller’s goal
Buyer paying less than the seller asks
Buyer willing to pay more than seller
Which tactic involves asking for a new item after agreement seems reached?
Nibble tactic in hardball
Intimidation using emotions
Bogey tactic as misdirection
Chicken tactic using large bluff
Which closing technique splits the difference to suggest meeting in the middle?
Sweeteners at the end
Split the differences approach
Assume-the-close method
Exploding offer deadline
What is the primary risk of an exploding offer?
Pressures acceptance with manipulated deadlines
Signals weakness and invites new demands
Creates positive bargaining for the buyer
Reveals the reservation point too early
If resources are fixed and limited, negotiators in distributive bargaining should primarily
Reveal their reservation point immediately
Maximize their share through concessions
Expand the pie through collaboration
Avoid any initial offer to stay flexible
During discovery, an effective goal is to
Clarify both parties’ needs and priorities
Make extreme offers to set anchors
Withhold information to gain power
Skip questions to avoid concessions
A seller lists a property higher than their target to allow room for concessions. This illustrates
Setting an initial offer above target
Revealing the reservation point early
Applying the snow job strategy
Using assume-the-close tactic
To deal with hardball tactics effectively, negotiators should primarily
Reveal confidential interests immediately
Match every extreme offer with silence
Concede quickly to avoid escalation
Discuss, ignore, respond in kind, or co-opt
Which best describes integrative negotiation in contrast to distributive bargaining?
Pursues common goals, shares information
Maximizes individual claim, limits information
Focuses on resistance points, market awareness
Relies on strong openings, few concessions
What is logrolling in a multi-issue negotiation?
Anchoring with a high offer
Ignoring low-priority interests
Splitting the difference evenly
Trading concessions across issues
Expanding the pie primarily aims to do what?
Create additional value to share
Protect resistance points firmly
Reduce the number of issues
Accelerate closing without changes
Which set of interests is emphasized in integrative negotiation?
Opening offers and targets
Substantive versus process
Market prices and BATNA
Tone and firmness levels
Which factor most supports successful integrative outcomes?
Clear, accurate communication
Belief issues must be separate
Short time perspectives
Mixed-motive dynamics
In distributive bargaining, the typical stance includes which element?
Generate ideal solutions collaboratively
Common goals, open communication
Strong opening offers, few concessions
Hard on the problem, soft on people
Which statement best differentiates substantive and process interests?
Substantive are outcomes; process is how
Process are outcomes; substantive is how
Both describe tone and relationship
Both concern market-based resistance
Which approach aligns with integrative negotiation’s tone?
Hard on the problem, soft on people
Hard on people, soft on problems
Firm on price, pleasant in tone
Aggressive anchoring, limited sharing
Which practice helps discover value for integrative trade-offs?
Reduce issues to a single dimension
Identify and prioritize interests
Maintain secrecy about preferences
Benchmark opponents’ resistance points
When is distributive bargaining most appropriate compared to integrative negotiation?
Ongoing relationship context
One-time, zero-sum transaction
Complex multi-issue collaboration
Joint problem-solving environment
Which principle in principled negotiation prioritizes objective measures over personal opinions when reaching agreement?
Deferring to seniority for final decision
Letting the most persuasive party decide terms
Relying on objective criteria to settle terms
Using subjective preferences to finalize terms
In Fisher and Ury’s model, what is the key difference between focusing on interests versus positions?
Positions emphasize collaborative problem solving
Interests define the BATNA comparison metric
Positions reveal objective criteria and standards
Interests explore underlying needs and goals
Which action aligns with inventing options for mutual gains during preparation?
Brainstorming multiple win–win possibilities
Waiting for the other side to offer concessions
Insisting on one preferred solution only
Choosing the fastest compromise available
According to Getting More (Diamond), what is a core focus that differentiates his approach?
Prioritizing power and leverage over empathy
Centering others’ perceptions and emotions
Making yourself the most important party
Relying mainly on strict legal procedures
In Diamond’s approach, why should negotiators view themselves as the least important person in the room?
To accelerate closing with fewer steps
To reduce personal stress during talks
To better understand others’ needs first
To gain formal authority in the process
Which technique is central to Voss’s tactical empathy?
Using data-only, emotion-free arguments
Offering immediate concessions to build trust
Providing detailed technical clarifications
Mirroring the last three words spoken
What is the purpose of acknowledging in active listening skills?
To end the conversation efficiently
To correct the other person’s assumptions
To show respect without necessarily agreeing
To agree with the other person’s views
Which communication practice best reduces misunderstanding in negotiation?
Using complex jargon to sound credible
Listening first with purposeful speaking
Speaking first to set a strong tone
Avoiding paraphrasing to save time
Which framing technique aims to highlight benefits to encourage constructive discussion?
Defensive framing to protect against criticism
Neutral framing to remove all persuasive elements
Reframing to intensify perceived drawbacks
Positive framing to emphasize proposals’ advantages
Which barrier to negotiation is most likely when cultural differences are ignored?
Communication barriers and misunderstanding
Reduced need for non-verbal cues
Enhanced trust and rapport
Accelerated mutual understanding
Why can pushing too quickly for a “Yes” backfire in Voss’s approach?
It eliminates the need for active listening
It demonstrates strong leadership presence
It risks mistrust and shallow commitment
It creates immediate agreement and trust
During preparation, what does comparing an agreement against BATNA help determine?
Whether to ignore objective criteria
Whether to avoid brainstorming options
Whether the deal beats the best alternative
Whether to pursue a positional demand
In the Dual Concern Model diagram, which negotiation style fits when both substantive outcomes and relational outcomes are important?
Accommodation
Collaboration
Avoidance
Competition
Which consequence is most directly linked to failing to set clear goals before negotiating?
Inability to evaluate offers consistently
Overinvesting in long-term relationships
Excessive focus on integrative tactics
Premature concession of objective criteria
According to the goals–strategy–tactics table, how are tactics positioned relative to strategy?
Primary drivers of direction
Subordinate and short-term moves
Equal to overall action sequences
Independent of broader plans
Which statement best characterizes direct goals in negotiation planning?
They are abstract and loosely measurable
They relate to motivating interests or needs
They primarily ignore present relationships
They limit long-term impacts by design
When substantive outcomes are not important but relational outcomes are important, which style is appropriate based on the Dual Concern Model?
Collaboration
Competition
Avoidance
Accommodation
Which planning misstep increases the risk of misjudging opponents’ strengths and weaknesses?
Choosing a win–win collaboration early
Not doing adequate homework or analysis
Relying only on quick clever exchanges
Setting goals that are overly measurable
Which description aligns with avoidance in the Dual Concern Model?
Engagement to pursue win–win outcomes
Non-engagement when effort is not worthwhile
Distributive bargaining for competitive gain
Yielding to maintain a long-term relationship
Which pairing correctly matches goal, strategy, and tactics in planning flow?
Tactics approve strategic plans, goals adapt
Goals drive negotiation, strategy follows goals
Strategy defines goals, tactics set boundaries
Goals are adaptive moves, strategy is measurable
Which statement best captures reciprocity as a persuasion lever in negotiations?
Mutual exchange that encourages concession trading
Independent actions without expectation of returns
Fixed positions that prevent dynamic proposals
One-sided giving that avoids future obligations
A negotiator begins with easy-to-agree proposals to build acceptance over time. Which principle is primarily being used?
Commitment and consistency
Authority and expertise
Scarcity and urgency
Social proof dynamics
Which tactic most directly increases persuasion through liking in a deal-making context?
Presenting exclusive limited offers
Demonstrating friendliness and respect
Referencing prior commitments made
Citing credentials and certifications
Scarcity affects concessions in negotiation primarily because it creates what?
Perceived higher value and urgency
Long-term commitment alignment
Trust based on social acceptance
Authority grounded in expertise
A negotiator supports arguments with data and relevant experience. Which persuasion principle is emphasized?
Liking
Social proof
Authority
Reciprocity
Showing that a similar proposal has already been accepted by others leverages which principle?
Social proof
Commitment
Scarcity
Reciprocity
Multi-party negotiations are uniquely challenging mainly because they require what?
Maintaining single-issue focus only
Balancing diverse interests and goals
Avoiding trust-building activities
Limiting parties to two members
Which challenge is most associated with multi-party settings compared to bilateral talks?
Stable preferences with minimal conflict
Clear decisions with fast consensus
Communication overload among participants
Simple coordination of sequential steps
An effective first step in managing multi-party negotiations is to conduct stakeholder analysis. What should this analysis identify?
Preferred communication channel style
Historical agreements unrelated to goals
Only financial benefits for each party
Interests, positions, strengths and weaknesses
Coalitions in negotiations typically form how, and depend on what to function?
One member at a time, persuasion and trust
Randomly over time, authoritative orders
All members simultaneously, formal rules
Externally mandated, strict hierarchy
Which move in shadow negotiation focuses on altering the negotiation through adjustments to rules and decisions?
Pressure tactics by calling them out
Appreciative moves volunteering expertise
Process moves redesigning rules
Power moves using incentives
What is the primary intent of appreciative moves in shadow negotiation?
Increase understanding and trust
Bring unwilling bargainers back
Use allies to gain leverage
Design to alter decision rules
When facing the other side’s hard distributive tactics, which response aligns with recommended practice?
Ignore and mirror their tactics
Withdraw without explanation
Escalate with stronger threats
Call them out and seek change
Which approach addresses negotiation anger effectively?
Apply more pressure and incentives
Sidestep emotions entirely
Understand causes and give voice
Switch to purely legal arguments
BATNA is most relevant when the other side has more power. What is the advised action?
Redefine the process exclusively
Protect yourself using BATNA
Formulate a wise alert system
Abandon offers immediately
Which best practice directly emphasizes structural analysis before bargaining?
Be prepared thoroughly
Diagnose the negotiation structure
Savor and protect reputation
Continue learning from experience
Which paradox highlights tension between transparency and prudence?
Claiming value versus creating value
Being too honest versus too opaque
Sticking to principles versus going with flow
Being too trusting versus too distrusting
What is a recommended stance when the other side is being difficult?
Change the process instead
Fight their position directly
Accept all their demands
Exit without alternatives
Power moves in shadow negotiation are best characterized by which action?
Design process adjustments
Volunteer expertise
Incentives and pressure
Support for changes
A core best practice for coalitions in negotiation is to:
Rely on fairness alone
Actively manage coalitions
Ignore external stakeholders
Delay coordination efforts
