ESSENTIALS OF NEGOTIATION 4TH CANADIAN
EDITION COMPREHENSIVE EXAM SCRIPT WITH
SOLUTIONS
◉ True or False: Interdependent goals are an important aspect of
negotiations.
Answer: True
◉ 1. win-lose
2. win-win
Answer: 1. I win, you lose.
2. opportunities for both parties to gain
◉ What are the 2 types of interdependence that affect outcomes?
Answer: 1. zero-sum or distributive- one winner
2. non-zero-sum or integrative- mutual gains situation
◉ True or False: Interdependence and the structure of the situation
shape processes and outcomes.
Answer: True
, ◉ What are the 8 situations when a negotiator should not negotiate?
Answer: 1. when you'd "lose the farm"
2. When you're "sold out"
3. When the demands are unethical
4. when you don't care
5. when you don't have time
6. when they act in "bad faith"
7. when waiting would improve your position
8. when you're not prepared
◉ When evaluating interdependence, what does it depend heavily
on?
Answer: the alternatives to working together
◉ Why do negotiators desire to work together?
Answer: the desirability to work together is better for outcomes
◉ What does BATNA stand for?
Answer: Best Alternative To a Negotiated Agreement
◉ Mutual Adjustment
EDITION COMPREHENSIVE EXAM SCRIPT WITH
SOLUTIONS
◉ True or False: Interdependent goals are an important aspect of
negotiations.
Answer: True
◉ 1. win-lose
2. win-win
Answer: 1. I win, you lose.
2. opportunities for both parties to gain
◉ What are the 2 types of interdependence that affect outcomes?
Answer: 1. zero-sum or distributive- one winner
2. non-zero-sum or integrative- mutual gains situation
◉ True or False: Interdependence and the structure of the situation
shape processes and outcomes.
Answer: True
, ◉ What are the 8 situations when a negotiator should not negotiate?
Answer: 1. when you'd "lose the farm"
2. When you're "sold out"
3. When the demands are unethical
4. when you don't care
5. when you don't have time
6. when they act in "bad faith"
7. when waiting would improve your position
8. when you're not prepared
◉ When evaluating interdependence, what does it depend heavily
on?
Answer: the alternatives to working together
◉ Why do negotiators desire to work together?
Answer: the desirability to work together is better for outcomes
◉ What does BATNA stand for?
Answer: Best Alternative To a Negotiated Agreement
◉ Mutual Adjustment
