ESSENTIALS OF NEGOTIATION FINAL
PAPER TESTED QUESTIONS WITH VERIFIED
ANSWERS COMPLETE STUDY SHEET
●● 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?
Answer: When there is no overlap in RPs; should lead to impasse unless
negotiation becomes integrative.
PAPER TESTED QUESTIONS WITH VERIFIED
ANSWERS COMPLETE STUDY SHEET
●● 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?
Answer: When there is no overlap in RPs; should lead to impasse unless
negotiation becomes integrative.
