GSCM 411 Final Exam With
Complete Solution
The two main kinds of negotiation are: - ANSWER Distributive and
Integrative
A "win-win" situations is considered what type of negotiation?
A. Competitive
B. Integrative
C. Distributive
D. Bad faith - ANSWER B
With an integrative type of negotiation your task(s) might include:
A. To create as much value as possible for you and for the other side
B. To let the other side state their position at the beginning
C. To claim value for yourself
D. To integrate your team's strategy internally
E. Bringing the food - ANSWER A & C
Mark Gordon coined which term?
,A. Bargain for the win
B. Collective bargaining
C. Constructive bargaining
D. Collaborative bargaining - ANSWER D
Distributive negotiations can be referred to as a "win-lose" negotiation.
True
False - ANSWER True
What does BATNA stand for?
A. Best arrangement to a negotiated agreement
B. Best alternative to a negotiated agreement
C. Best actions to a negotiation agenda - ANSWER B
One's preferred course of action in the absence of a deal is referred to as
their:
A. Reservation price
B. ZOPA
C. BATNA
D. value created through trade - ANSWER C
, How does value creation primarily occur?
A. By moving to a distributive negotiation
B. By moving to an integrative negotiation
C. Decreasing your reservation price
D. Having multiple BATNAs - ANSWER B
Your ____ determines your _____.
A.Reservation price, BATNA
B.BATNA, ZOPA
C.ZOPA, BATNA
D.BATNA, reservation price - ANSWER D
Select all that apply. Three ways to improve your BATNA are:
A. Improve your BATNA
B. Weaken the other party's BATNA
C. Agree on equal terms for a BATNA
D. Identify the other side's BATNA
E. Reduce your own BATNA - ANSWER A, B, & D
Complete Solution
The two main kinds of negotiation are: - ANSWER Distributive and
Integrative
A "win-win" situations is considered what type of negotiation?
A. Competitive
B. Integrative
C. Distributive
D. Bad faith - ANSWER B
With an integrative type of negotiation your task(s) might include:
A. To create as much value as possible for you and for the other side
B. To let the other side state their position at the beginning
C. To claim value for yourself
D. To integrate your team's strategy internally
E. Bringing the food - ANSWER A & C
Mark Gordon coined which term?
,A. Bargain for the win
B. Collective bargaining
C. Constructive bargaining
D. Collaborative bargaining - ANSWER D
Distributive negotiations can be referred to as a "win-lose" negotiation.
True
False - ANSWER True
What does BATNA stand for?
A. Best arrangement to a negotiated agreement
B. Best alternative to a negotiated agreement
C. Best actions to a negotiation agenda - ANSWER B
One's preferred course of action in the absence of a deal is referred to as
their:
A. Reservation price
B. ZOPA
C. BATNA
D. value created through trade - ANSWER C
, How does value creation primarily occur?
A. By moving to a distributive negotiation
B. By moving to an integrative negotiation
C. Decreasing your reservation price
D. Having multiple BATNAs - ANSWER B
Your ____ determines your _____.
A.Reservation price, BATNA
B.BATNA, ZOPA
C.ZOPA, BATNA
D.BATNA, reservation price - ANSWER D
Select all that apply. Three ways to improve your BATNA are:
A. Improve your BATNA
B. Weaken the other party's BATNA
C. Agree on equal terms for a BATNA
D. Identify the other side's BATNA
E. Reduce your own BATNA - ANSWER A, B, & D
