OAM 330 FINAL EXAM QUESTIONS AND VERIFIED
ANSWERS
Who is more likely to negotiate on salary: men or women? - Answers - Men
(T/F) People who negotiate are more likely to increase their starting salaries - Answers -
True
Why don't people negotiation for better pay when offered a job? (3 reasons) - Answers -
1. Uncomfortable asking for more
2. Worried the offer will be rescinded
3. Not wanting to appear greedy
What is surprising to hear about negotiations and employers? - Answers - Many
employers expect to negotiate salaries (often offer less than they're willing to pay)
Define negotiate - Answers - to confer with another so as to arrive at the settlement of
some matter
What are your best options if you can't reach a deal? - Answers - Best Alternative To
Negotiated Agreement (BATNA)
Reservation price - Answers - Worst offer you're willing to accept.
Target Price - Answers - ideal agreement
Bargaining Zone - Answers - range between buyer and seller's reservation prices
What is the specific bias effect of making the first offer? - Answers - The anchoring
effect; the person who makes the first offer often "wins" the negotiation
What is true about recipients and anchoring? - Answers - Recipients use the first offer
as an anchor and don't adjust enough
What is the effect of making a strong first offer? - Answers - sets tone to claim more of
the pie; gives you flexibility to claim concessions
When should you make a strong first offer and anchor? - Answers - 1. When you're
knowledgable and well-prepared
2. When you can estimate the counterpart's BATNA or reservation price
3. when the long-term relationship is not very important to you
, How should you anchor with your first offer? - Answers - 1. Prepare and share a
legitimate reason to justify your anchor
2. Use precise numbers (final prices are closer to anchor)
How can you counter a strong, anchor first offer? - Answers - 1. Re-anchor: make an
equally extreme counter-offer
2. Use your target price, not your reservation price
3. Ask counterpart to try again
4. Threaten to walk away but only if you're willing to do it
What is the effect of making concessions on your partner? - Answers - Partners who
"get concessions" feel greater buy-in and responsibility for settlements
How do you allow yourself room to make concessions? - Answers - Be flexible on
issues that are less important to you
How does size and sequencing affect your concessions? - Answers - You should make
your concessions smaller as you approach your goal and develop rationale around each
of your concessions
What are the two ways to approach compatible issues? - Answers - 1. Cooperative:
build common ground
2. Competitive: strategically demand concessions
When should you share your reservation price? - Answers - You shouldn't. It's
subjective but you should share with caution
When should you share BATNA? - Answers - Share BATNA only when it can be a
source of power and leverage
Should BATNA change during a negotiation? - Answers - BATNA should NOT change
during the negotiation, although, improving your BATNA can improve your position
What are higher alternatives good for? - Answers - 1. Set higher target prices
2. Make fewer concessions
(Implication: improve your alternatives)
Distributive Bargaining - Answers - - Typically involves a single issue (ex: price)
- Fixed-sum structure: one party's gain is another party's equivalent loss
- Directly conflicting interests: each party is trying to maximize their share
Integrative Bargaining - Answers - Compatible interests but negative bargaining zone
(no overlap between the buyer and seller's reservation prices)
What are some integrative solutions? - Answers - Consider the terms and conditions of
a negotiation offer, not just the price
ANSWERS
Who is more likely to negotiate on salary: men or women? - Answers - Men
(T/F) People who negotiate are more likely to increase their starting salaries - Answers -
True
Why don't people negotiation for better pay when offered a job? (3 reasons) - Answers -
1. Uncomfortable asking for more
2. Worried the offer will be rescinded
3. Not wanting to appear greedy
What is surprising to hear about negotiations and employers? - Answers - Many
employers expect to negotiate salaries (often offer less than they're willing to pay)
Define negotiate - Answers - to confer with another so as to arrive at the settlement of
some matter
What are your best options if you can't reach a deal? - Answers - Best Alternative To
Negotiated Agreement (BATNA)
Reservation price - Answers - Worst offer you're willing to accept.
Target Price - Answers - ideal agreement
Bargaining Zone - Answers - range between buyer and seller's reservation prices
What is the specific bias effect of making the first offer? - Answers - The anchoring
effect; the person who makes the first offer often "wins" the negotiation
What is true about recipients and anchoring? - Answers - Recipients use the first offer
as an anchor and don't adjust enough
What is the effect of making a strong first offer? - Answers - sets tone to claim more of
the pie; gives you flexibility to claim concessions
When should you make a strong first offer and anchor? - Answers - 1. When you're
knowledgable and well-prepared
2. When you can estimate the counterpart's BATNA or reservation price
3. when the long-term relationship is not very important to you
, How should you anchor with your first offer? - Answers - 1. Prepare and share a
legitimate reason to justify your anchor
2. Use precise numbers (final prices are closer to anchor)
How can you counter a strong, anchor first offer? - Answers - 1. Re-anchor: make an
equally extreme counter-offer
2. Use your target price, not your reservation price
3. Ask counterpart to try again
4. Threaten to walk away but only if you're willing to do it
What is the effect of making concessions on your partner? - Answers - Partners who
"get concessions" feel greater buy-in and responsibility for settlements
How do you allow yourself room to make concessions? - Answers - Be flexible on
issues that are less important to you
How does size and sequencing affect your concessions? - Answers - You should make
your concessions smaller as you approach your goal and develop rationale around each
of your concessions
What are the two ways to approach compatible issues? - Answers - 1. Cooperative:
build common ground
2. Competitive: strategically demand concessions
When should you share your reservation price? - Answers - You shouldn't. It's
subjective but you should share with caution
When should you share BATNA? - Answers - Share BATNA only when it can be a
source of power and leverage
Should BATNA change during a negotiation? - Answers - BATNA should NOT change
during the negotiation, although, improving your BATNA can improve your position
What are higher alternatives good for? - Answers - 1. Set higher target prices
2. Make fewer concessions
(Implication: improve your alternatives)
Distributive Bargaining - Answers - - Typically involves a single issue (ex: price)
- Fixed-sum structure: one party's gain is another party's equivalent loss
- Directly conflicting interests: each party is trying to maximize their share
Integrative Bargaining - Answers - Compatible interests but negative bargaining zone
(no overlap between the buyer and seller's reservation prices)
What are some integrative solutions? - Answers - Consider the terms and conditions of
a negotiation offer, not just the price
