ESSENTIALS OF NEGOTIATION
COMPREHENSIVE EXAM SCRIPT VERIFIED
QUESTIONS AND SOLUTIONS GRADED
APLUS
●● 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.
●● Hard Negotiation
Answer: Adversarial, inflexible, aim for victory, may mislead or demand
one-sided gains.
COMPREHENSIVE EXAM SCRIPT VERIFIED
QUESTIONS AND SOLUTIONS GRADED
APLUS
●● 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.
●● Hard Negotiation
Answer: Adversarial, inflexible, aim for victory, may mislead or demand
one-sided gains.
