Negotiation Final Exam Prep Questions and
Answers 100% Verified
Question:
What are the 6 stages of negotiation?
Answer:
1. Preparation 2. Preliminary 3. Information 4. Competitive/Distributive 5. Closing 6.
Cooperative/Integrative
Question:
What is the first stage of negotiation? Explain.
Answer:
Preparation - Fact gathering, Research the law, (discover client objectives and interests) set
goals, develop BATNA
Question:
What is the second stage of negotiation? Explain.
Answer:
Preliminary - (Establish identity, tone, and rapport) try and establish a relationship by making
small talk and getting to know opposing counsel and set a tone
,Question:
What is the third stage of negotiation?
Answer:
Information - Value Creating by asking Questions [learn what the other party values/wants -
learn their underlying interests by asking what and why Qs]
Question:
What is the fourth stage of negotiation? Explain.
Answer:
Competitive/Distributive - Claim your values "Value Claiming" [actually divide up value
between parties "slicing up the pie"] MOST IMPORTANT THING TO FOCUS ON is goals -
not bottom line (only focus on bottom line if you are at the point that you're considering
walking away)]; make disciplined concessions;
Question:
What is the fifth stage of negotiation? Explain.
Answer:
Closing - Value Solidifying [reach agreement] (lock in terms of agreement with items of value
for both sides; any additional concessions in this stage should be small in closing the gap
between parties [monitor concession patterns]- review agreed terms / put in writing / sign]
, Question:
What is the sixth stage of negotiation?
Answer:
Cooperative/Integrative - Value Maximizing (expand the pie - "enhance joint gains" see if
there are things under/over valued that can be swapped to get an even better deal - one or
both sides may have overvalued certain items and ended up with things they didn't
necessarily need or undervalued other items they may have wanted; be truthful in this stage -
generally point it to maximize BOTH parties gains)
Question:
What is a BATNA?
Answer:
the best alternative to a negotiated agreement; [the least the individual should accept]
Question:
What is a ZOPA?
Answer:
Zone of possible agreement; [area in which both buyer and seller good agree on]
Question:
What factors don't matter in a negotiation?
Answer:
Race; sex; GPAs
Answers 100% Verified
Question:
What are the 6 stages of negotiation?
Answer:
1. Preparation 2. Preliminary 3. Information 4. Competitive/Distributive 5. Closing 6.
Cooperative/Integrative
Question:
What is the first stage of negotiation? Explain.
Answer:
Preparation - Fact gathering, Research the law, (discover client objectives and interests) set
goals, develop BATNA
Question:
What is the second stage of negotiation? Explain.
Answer:
Preliminary - (Establish identity, tone, and rapport) try and establish a relationship by making
small talk and getting to know opposing counsel and set a tone
,Question:
What is the third stage of negotiation?
Answer:
Information - Value Creating by asking Questions [learn what the other party values/wants -
learn their underlying interests by asking what and why Qs]
Question:
What is the fourth stage of negotiation? Explain.
Answer:
Competitive/Distributive - Claim your values "Value Claiming" [actually divide up value
between parties "slicing up the pie"] MOST IMPORTANT THING TO FOCUS ON is goals -
not bottom line (only focus on bottom line if you are at the point that you're considering
walking away)]; make disciplined concessions;
Question:
What is the fifth stage of negotiation? Explain.
Answer:
Closing - Value Solidifying [reach agreement] (lock in terms of agreement with items of value
for both sides; any additional concessions in this stage should be small in closing the gap
between parties [monitor concession patterns]- review agreed terms / put in writing / sign]
, Question:
What is the sixth stage of negotiation?
Answer:
Cooperative/Integrative - Value Maximizing (expand the pie - "enhance joint gains" see if
there are things under/over valued that can be swapped to get an even better deal - one or
both sides may have overvalued certain items and ended up with things they didn't
necessarily need or undervalued other items they may have wanted; be truthful in this stage -
generally point it to maximize BOTH parties gains)
Question:
What is a BATNA?
Answer:
the best alternative to a negotiated agreement; [the least the individual should accept]
Question:
What is a ZOPA?
Answer:
Zone of possible agreement; [area in which both buyer and seller good agree on]
Question:
What factors don't matter in a negotiation?
Answer:
Race; sex; GPAs
