Successful Negotiation Skills
Aashka is negotiating to sell her car to Juana. During the negotiation, Aashka tells Juana that
someone else has offered to purchase the car for 5000. In fact, no one else has made an offer
to purchase the car. Based on Aashka's statement, Juana agrees to purchase the car for 5200.
If Juana later learns of Aashka's lie and decides to sue her: (select one):
She cannot recover damages for fraud because she should expect sellers to use this type of
deception.
She can recover damages because Aashka breached her fiduciary duty.
She can recover her attorney fees from Aashka if she litigates the case in the United States and
wins.
all of the above.
two of the above.
none of the above - ANS-F
\ADR screens are used to (select one):
decide whether to use an ADR pledge.
decide whether to use a binding or a non-binding process when resolving a dispute.
hide your BATNA from the other side.
all of the above.
two of the above.
none of the above - ANS-B
\After both sides signed the lease in #29, the landlord asked Sarah if she would be willing to
delay the move-in date by two days. She agreed and they amended the lease. In this situation
(select one):
there is no consideration for Sarah's additional promise.
there is consideration for Sarah's additional promise because of the illegality principle.
there is consideration for Sarah's additional promise because of fiduciary duty requirements.
all of the above.
two of the above.
none of the above - ANS-A
\Amanda is beginning to negotiate the sale of her car to Anuj. In deciding whether to make the
first offer, the most important psychological tool that she needs to consider is (select one):
the contrast principle.
reactive devaluation.
anchoring.
reciprocity.
whether the other side is authorized to make a deal.
none of the above - ANS-C
\Arbitration is very similar to litigation except that with arbitration (select one):
you and the other side select your own third party (the arbitrator).
the proceedings are private.
the technical rules of litigation are not followed.
, all of the above.
two of the above.
none of the above - ANS-D
\Bailey recently moved to France and is negotiating the purchase of a house in a suburb of
Paris from a French owner. She has retained her US citizenship. Her contract is governed by
(select one):
civil law.
common law.
the United Nations Convention on Contracts for the International Sale of Goods.
the Uniform Commercial Code.
all of the above.
none of the above - ANS-A
\Based on only the facts in #9 (select one):
Elena's BATNA is 300 and Beixi's BATNA is 275.
Elena's BATNA is 150 and Beixi's BATNA is 400.
Elena's BATNA is 400 and Beixi's BATNA is 250.
Elena's BATNA is 250 and Beixi's BATNA is 350.
Elena's BATNA is 300 and Beixi's BATNA is 200.
none of the above - ANS-F
\Based on only the facts in #9 (select one):
This is an interest-based negotiation.
This is a position-based negotiation.
This is a deal-making negotiation.
all of the above
two of the above
none of the above - ANS-E
\Based on only the facts in #9 the ZOPA ranges from (select one):
150 to 400.
275 to 300.
150 to 275.
250 to 350.
150 to 250.
250 to 400 - ANS-C##
\Based on only the facts in #9, (select one):
Elena's reservation price is 400 and Beixi's reservation price is 275.
Elena's reservation price is 300 and Beixi's reservation price is 275.
Elena's reservation price is 400 and Beixi's reservation price is 200.
Elena's reservation price is 250 and Beixi's reservation price is 200.
Elena's reservation price is 150 and Beixi's reservation price is 350.
none of the above - ANS-B
\Boris is involved in a business dispute with his partner Kaylee. Someone has suggested that
they should use a third party process to resolve the dispute. The following are examples of third
party processes (select one):
arbitration
Aashka is negotiating to sell her car to Juana. During the negotiation, Aashka tells Juana that
someone else has offered to purchase the car for 5000. In fact, no one else has made an offer
to purchase the car. Based on Aashka's statement, Juana agrees to purchase the car for 5200.
If Juana later learns of Aashka's lie and decides to sue her: (select one):
She cannot recover damages for fraud because she should expect sellers to use this type of
deception.
She can recover damages because Aashka breached her fiduciary duty.
She can recover her attorney fees from Aashka if she litigates the case in the United States and
wins.
all of the above.
two of the above.
none of the above - ANS-F
\ADR screens are used to (select one):
decide whether to use an ADR pledge.
decide whether to use a binding or a non-binding process when resolving a dispute.
hide your BATNA from the other side.
all of the above.
two of the above.
none of the above - ANS-B
\After both sides signed the lease in #29, the landlord asked Sarah if she would be willing to
delay the move-in date by two days. She agreed and they amended the lease. In this situation
(select one):
there is no consideration for Sarah's additional promise.
there is consideration for Sarah's additional promise because of the illegality principle.
there is consideration for Sarah's additional promise because of fiduciary duty requirements.
all of the above.
two of the above.
none of the above - ANS-A
\Amanda is beginning to negotiate the sale of her car to Anuj. In deciding whether to make the
first offer, the most important psychological tool that she needs to consider is (select one):
the contrast principle.
reactive devaluation.
anchoring.
reciprocity.
whether the other side is authorized to make a deal.
none of the above - ANS-C
\Arbitration is very similar to litigation except that with arbitration (select one):
you and the other side select your own third party (the arbitrator).
the proceedings are private.
the technical rules of litigation are not followed.
, all of the above.
two of the above.
none of the above - ANS-D
\Bailey recently moved to France and is negotiating the purchase of a house in a suburb of
Paris from a French owner. She has retained her US citizenship. Her contract is governed by
(select one):
civil law.
common law.
the United Nations Convention on Contracts for the International Sale of Goods.
the Uniform Commercial Code.
all of the above.
none of the above - ANS-A
\Based on only the facts in #9 (select one):
Elena's BATNA is 300 and Beixi's BATNA is 275.
Elena's BATNA is 150 and Beixi's BATNA is 400.
Elena's BATNA is 400 and Beixi's BATNA is 250.
Elena's BATNA is 250 and Beixi's BATNA is 350.
Elena's BATNA is 300 and Beixi's BATNA is 200.
none of the above - ANS-F
\Based on only the facts in #9 (select one):
This is an interest-based negotiation.
This is a position-based negotiation.
This is a deal-making negotiation.
all of the above
two of the above
none of the above - ANS-E
\Based on only the facts in #9 the ZOPA ranges from (select one):
150 to 400.
275 to 300.
150 to 275.
250 to 350.
150 to 250.
250 to 400 - ANS-C##
\Based on only the facts in #9, (select one):
Elena's reservation price is 400 and Beixi's reservation price is 275.
Elena's reservation price is 300 and Beixi's reservation price is 275.
Elena's reservation price is 400 and Beixi's reservation price is 200.
Elena's reservation price is 250 and Beixi's reservation price is 200.
Elena's reservation price is 150 and Beixi's reservation price is 350.
none of the above - ANS-B
\Boris is involved in a business dispute with his partner Kaylee. Someone has suggested that
they should use a third party process to resolve the dispute. The following are examples of third
party processes (select one):
arbitration
