ESSENTIALS OF NEGOTIATION 4TH CANADIAN
EDITION FINAL PAPER FULL SOLUTION STUDY
GUIDE
◉ What is a position?
Answer: What outcome you want on an issue.
◉ What is an interest?
Answer: Why you want that outcome; the underlying motivation.
◉ Why are interests more important than positions?
Answer: Focusing on interests encourages agreement, reduces
impasse, and allows value creation.
◉ What is BATNA?
Answer: Best Alternative to a Negotiated Agreement; what you will
do if no deal is reached.
◉ Why is BATNA the biggest source of power?
Answer: Because it determines whether you should accept or walk
away from a deal.
, ◉ What are the three steps to assess your BATNA?
Answer: Identify alternatives, estimate their value, select the best
one.
◉ What is a Reservation Point (RP)?
Answer: The minimum acceptable outcome inside the negotiation;
the walk-away point.
◉ How is RP different from BATNA?
Answer: RP is the quantified version of BATNA plus personal factors
(costs, risk, ego, relationships).
◉ Should you reveal your RP?
Answer: No—never reveal your RP.
◉ What is a Target?
Answer: Your ideal or preferred outcome in the negotiation.
◉ What is the Zone of Possible Agreement (ZOPA)?
Answer: The range where both parties' RPs overlap, allowing
agreement.
◉ What is a Negative Bargaining Zone?
EDITION FINAL PAPER FULL SOLUTION STUDY
GUIDE
◉ What is a position?
Answer: What outcome you want on an issue.
◉ What is an interest?
Answer: Why you want that outcome; the underlying motivation.
◉ Why are interests more important than positions?
Answer: Focusing on interests encourages agreement, reduces
impasse, and allows value creation.
◉ What is BATNA?
Answer: Best Alternative to a Negotiated Agreement; what you will
do if no deal is reached.
◉ Why is BATNA the biggest source of power?
Answer: Because it determines whether you should accept or walk
away from a deal.
, ◉ What are the three steps to assess your BATNA?
Answer: Identify alternatives, estimate their value, select the best
one.
◉ What is a Reservation Point (RP)?
Answer: The minimum acceptable outcome inside the negotiation;
the walk-away point.
◉ How is RP different from BATNA?
Answer: RP is the quantified version of BATNA plus personal factors
(costs, risk, ego, relationships).
◉ Should you reveal your RP?
Answer: No—never reveal your RP.
◉ What is a Target?
Answer: Your ideal or preferred outcome in the negotiation.
◉ What is the Zone of Possible Agreement (ZOPA)?
Answer: The range where both parties' RPs overlap, allowing
agreement.
◉ What is a Negative Bargaining Zone?
