MG390 WPR | QUESTIONS AND ANSWERS | 2026
UPDATE | 100% CORRECT
dissabling assumptions Answer - hinder creativity, (ex: pie is fixed)
assumptions Answer - premature judgements
enabling assumptions Answer - assumptions that support a positive outcome
role of assumptions Answer - drive how we negotiate, drive the results
single loop learning Answer - if one receives an unintended result, actors
recraft and change their action
double loop learning Answer - if one receives an unintended result, actors
reframe and challenge their assumption
process elements Answer - relationship, commitment, communication
substance elements Answer - alternatives, interests, options, legitimacy
7 elements Answer - interests, options, legitimacy, alternatives, commitment,
relationship, communication
, circle of value Answer - build strong relationship, promote 2-way
communication then explore interests, jointly brainstorm options, refer to
standards of legitimacy then acknowledge alternatives or make commitments
be soft on people Answer - build and leverage positive relationships
be hard on the issues Answer - balance focus on creating and distributing
value
pareto efficiency Answer - one party can't do better without the other party
doing worse, more likely to follow through
pareto optimal frontier Answer - no waste option, most efficient
definition of a good outcome Answer - no agreement or an agreement that is
better than your BATNA, satisfies interests (your - very well, theirs - acceptable,
others - tolerable), pareto efficient, legitimate, well-planned commitment,
maintained/created a relationship for future negotiations, good
communication
ZOPA Answer - zone of possible agreement, space between the two parties'
reservation points
reservation point Answer - walkaway to BATNA, test other's boundaries with
crazy ideas
positional bargaining Answer - back and forth, either split the difference,
compromise or no deal
UPDATE | 100% CORRECT
dissabling assumptions Answer - hinder creativity, (ex: pie is fixed)
assumptions Answer - premature judgements
enabling assumptions Answer - assumptions that support a positive outcome
role of assumptions Answer - drive how we negotiate, drive the results
single loop learning Answer - if one receives an unintended result, actors
recraft and change their action
double loop learning Answer - if one receives an unintended result, actors
reframe and challenge their assumption
process elements Answer - relationship, commitment, communication
substance elements Answer - alternatives, interests, options, legitimacy
7 elements Answer - interests, options, legitimacy, alternatives, commitment,
relationship, communication
, circle of value Answer - build strong relationship, promote 2-way
communication then explore interests, jointly brainstorm options, refer to
standards of legitimacy then acknowledge alternatives or make commitments
be soft on people Answer - build and leverage positive relationships
be hard on the issues Answer - balance focus on creating and distributing
value
pareto efficiency Answer - one party can't do better without the other party
doing worse, more likely to follow through
pareto optimal frontier Answer - no waste option, most efficient
definition of a good outcome Answer - no agreement or an agreement that is
better than your BATNA, satisfies interests (your - very well, theirs - acceptable,
others - tolerable), pareto efficient, legitimate, well-planned commitment,
maintained/created a relationship for future negotiations, good
communication
ZOPA Answer - zone of possible agreement, space between the two parties'
reservation points
reservation point Answer - walkaway to BATNA, test other's boundaries with
crazy ideas
positional bargaining Answer - back and forth, either split the difference,
compromise or no deal
