ESSENTIALS OF NEGOTIATION ACTUAL
EXAM SCRIPT 2026 COMPLETE
QUESTIONS AND SOLUTIONS GRADED A
PLUS STRATEGIC MASTER SET
◉ Purpose of Negotiation
Answer: A dialogue intended to resolve disputes, produce
agreements on actions, bargain for advantage, and craft outcomes
satisfying various interests.
◉ BATNA
Answer: Best Alternative to a Negotiated Agreement. It answers:
'What would you do if no deal is reached?'
◉ Reservation Value
Answer: The least favorable point one will accept; for a seller, it's the
minimum they will accept; for a buyer, it's the maximum they will
pay.
◉ ZOPA
,Answer: Zone of Possible Agreement, the range where an agreement
is satisfactory to both parties; it is the overlap between each party's
Reservation Values.
◉ Aspiration Point
Answer: Desired or ideal outcome.
◉ Reservation Point
Answer: Furthest point from aspiration a negotiator will go.
◉ Starting Point
Answer: First position a negotiator plans to take.
◉ Settlement Point
Answer: Final point of agreement.
◉ Distributive Negotiation
Answer: Win-lose, positions opposed, fixed pie, minimal info
sharing, used when relationships are unimportant or single issue.
◉ Integrative Negotiation
Answer: Win-win, collaborative, focus on interests, creative
solutions, shared benefits, long-term relationships.
, ◉ Competitive Communication Pattern
Answer: High demands, slow concessions, exaggerate value, threats,
manipulate, focus on content over relationships.
◉ Collaborative Communication Pattern
Answer: Disclose, inquire, request feedback, supportive, make
concessions, accept responsibility, minimize costs to others.
◉ Positions
Answer: Single pathway, can lock negotiators in, contest of will, may
cause resentment.
◉ Interests
Answer: Multiple pathways, explore creative solutions, identify
mutually acceptable outcomes.
◉ Principled Negotiation
Answer: Problem-solving, focus on interests, invent multiple
options, use objective criteria, aim for wise outcomes efficiently.
◉ Soft Negotiation
Answer: Friendly, flexible, yield to pressure, aim for agreement.
EXAM SCRIPT 2026 COMPLETE
QUESTIONS AND SOLUTIONS GRADED A
PLUS STRATEGIC MASTER SET
◉ Purpose of Negotiation
Answer: A dialogue intended to resolve disputes, produce
agreements on actions, bargain for advantage, and craft outcomes
satisfying various interests.
◉ BATNA
Answer: Best Alternative to a Negotiated Agreement. It answers:
'What would you do if no deal is reached?'
◉ Reservation Value
Answer: The least favorable point one will accept; for a seller, it's the
minimum they will accept; for a buyer, it's the maximum they will
pay.
◉ ZOPA
,Answer: Zone of Possible Agreement, the range where an agreement
is satisfactory to both parties; it is the overlap between each party's
Reservation Values.
◉ Aspiration Point
Answer: Desired or ideal outcome.
◉ Reservation Point
Answer: Furthest point from aspiration a negotiator will go.
◉ Starting Point
Answer: First position a negotiator plans to take.
◉ Settlement Point
Answer: Final point of agreement.
◉ Distributive Negotiation
Answer: Win-lose, positions opposed, fixed pie, minimal info
sharing, used when relationships are unimportant or single issue.
◉ Integrative Negotiation
Answer: Win-win, collaborative, focus on interests, creative
solutions, shared benefits, long-term relationships.
, ◉ Competitive Communication Pattern
Answer: High demands, slow concessions, exaggerate value, threats,
manipulate, focus on content over relationships.
◉ Collaborative Communication Pattern
Answer: Disclose, inquire, request feedback, supportive, make
concessions, accept responsibility, minimize costs to others.
◉ Positions
Answer: Single pathway, can lock negotiators in, contest of will, may
cause resentment.
◉ Interests
Answer: Multiple pathways, explore creative solutions, identify
mutually acceptable outcomes.
◉ Principled Negotiation
Answer: Problem-solving, focus on interests, invent multiple
options, use objective criteria, aim for wise outcomes efficiently.
◉ Soft Negotiation
Answer: Friendly, flexible, yield to pressure, aim for agreement.
