BLP EXAM 3 2026 ACTUAL TEST VERIFIED
QUESTIONS AND ANSWERS COMPREHENSIVE
STUDY GUIDE
◉ the four elements of principled
negotiation.
Answer: 1. Uncouple parties from the problem
2. Target underlying concerns
3. Develop joint solutions
4. Apply objective standards
◉ #1 - Uncouple Parties from the Problem.
Answer: One goal of principled negotiation is to resolve
situation in a way that maintains the
relationship
✓ To do this, we uncouple, or separate, the parties
from the issue at hand
◉ Focus on the problem not people.
Answer: • It is human nature to take positions and
counter positions personally:
,✓ anger, disgust, rolling eyes, ...
• You can keep parties and problem separate
by:
✓ Listening actively
✓ Diffusing emotions
✓ Selecting the most effective way to frame your
position and counterposition
◉ Frame your position
How to frame, that is state your position:.
Answer: 1. Describe the situation or problem in terms of
facts.
2. Show understanding how this affects the other
party's feelings.
3. Tell the other party how you feel about the
situation or how it affected you.
4. State what you want or what you are willing to do
or both.
◉ Positive vs. Negative Frames.
,Answer: • You have a 90 percent chance of living with this drug
• If you don't take this drug, you have a 10 % chance
of dying
◉ Value Frames.
Answer: • There is a 20% discount for the medical device
• Currently there is $ 240 off the medical device
◉ Auditory Frame.
Answer: • Using an assertive & confident tone of voice.
• Using deep and aggressive tone of voice.
◉ Decoy Effect.
Answer: the decoy effect is the phenomenon where consumers swap
their preference between two options when presented a third option
◉ #2 - Target Underlying Concerns.
Answer: Most successful negotiations delve beneath the
positions of each party to identify underlying
concerns.
✓Why someone holds a particular position?
✓What do they really "need"?
, ◉ interest vs. position.
Answer:
◉ Positions are.
Answer: surface statements of where a person or
organization stands, and rarely provide insight into
underlying motivations, values or incentives.
ex.) • I will not work evenings
◉ Interests are.
Answer: a party's underlying reasons, values or
motivations. Interests explain why someone takes a
certain position.
ex.) • I have evening classes for an MBA to advance my career
◉ reflect on your underlying concerns.
Answer: • What outcomes do I "need"? (essential)
• What outcomes do I "want"? (desirable)
QUESTIONS AND ANSWERS COMPREHENSIVE
STUDY GUIDE
◉ the four elements of principled
negotiation.
Answer: 1. Uncouple parties from the problem
2. Target underlying concerns
3. Develop joint solutions
4. Apply objective standards
◉ #1 - Uncouple Parties from the Problem.
Answer: One goal of principled negotiation is to resolve
situation in a way that maintains the
relationship
✓ To do this, we uncouple, or separate, the parties
from the issue at hand
◉ Focus on the problem not people.
Answer: • It is human nature to take positions and
counter positions personally:
,✓ anger, disgust, rolling eyes, ...
• You can keep parties and problem separate
by:
✓ Listening actively
✓ Diffusing emotions
✓ Selecting the most effective way to frame your
position and counterposition
◉ Frame your position
How to frame, that is state your position:.
Answer: 1. Describe the situation or problem in terms of
facts.
2. Show understanding how this affects the other
party's feelings.
3. Tell the other party how you feel about the
situation or how it affected you.
4. State what you want or what you are willing to do
or both.
◉ Positive vs. Negative Frames.
,Answer: • You have a 90 percent chance of living with this drug
• If you don't take this drug, you have a 10 % chance
of dying
◉ Value Frames.
Answer: • There is a 20% discount for the medical device
• Currently there is $ 240 off the medical device
◉ Auditory Frame.
Answer: • Using an assertive & confident tone of voice.
• Using deep and aggressive tone of voice.
◉ Decoy Effect.
Answer: the decoy effect is the phenomenon where consumers swap
their preference between two options when presented a third option
◉ #2 - Target Underlying Concerns.
Answer: Most successful negotiations delve beneath the
positions of each party to identify underlying
concerns.
✓Why someone holds a particular position?
✓What do they really "need"?
, ◉ interest vs. position.
Answer:
◉ Positions are.
Answer: surface statements of where a person or
organization stands, and rarely provide insight into
underlying motivations, values or incentives.
ex.) • I will not work evenings
◉ Interests are.
Answer: a party's underlying reasons, values or
motivations. Interests explain why someone takes a
certain position.
ex.) • I have evening classes for an MBA to advance my career
◉ reflect on your underlying concerns.
Answer: • What outcomes do I "need"? (essential)
• What outcomes do I "want"? (desirable)
