Question 1

Contingent contracts can create value in the presence of what feature:

Accepted Answer

A)  uncertain future outcomes.
B)  a negative bargaining zone.
C)  differences in the parties' time preferences.
D)  differences in the parties' risk preferences. A

Question 2

Negotiators often give too much attention to the other party's ___________ and not to finding out their underlying interests.

Accepted Answer

positions.

Question 3

Trust enables value creation through:

Accepted Answer

A)  Creating contingent contracts.
B)  Identifying the parties' interests.
C)  Facilitating tradeoffs between issues of different relative importance.
D)  Sharing information between the parties. D

Question 4

A negotiated agreement whose terms depend on some future (uncertain)event is known as a ______________ .

Accepted Answer

The answer of A negotiated agreement whose terms depend on...

Question 5

Once a settlement has been achieved,it is wise not to re-open it,because going back to reconsider an issue can harm the mutual trust between the parties.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following is not a key set of information in Raiffa's framework for approaching negotiations?

Accepted Answer

A)  Each party's BATNA.
B)  The relative importance of each party's interests.
C)  Each party's known information about the other party's position.
D)  Each party's set of interests.

Question 7

Knowing one's own reservation price is sufficient for making the decision of whether to accept or reject the final offer from the other party.

Accepted Answer

A) True 
 B)False

Question 8

The best strategy in negotiation is to get the most important issue resolved in the beginning and then move on to less important issues.

Accepted Answer

A) True 
 B)False

Question 9

Negotiations that do not involve more than one issue involve are likely to focus on ____________ of value but not _____________ of value.

Accepted Answer

The answer of Negotiations that do not involve more than...

Question 10

Negotiators often are reluctant to give away information because they assume that:

Accepted Answer

A)  Their information is too important.
B)  It will anchor their final outcome.
C)  Giving away information is giving away power.
D)  If the other side does not ask questions,then their willingness to share information is equally low.

Question 11

Game theory provides the most precise prescriptive advice to negotiators,on the condition that:

Accepted Answer

A)  They do not lie.
B)  All players are perfectly rational.
C)  They focus on interests,and not on arguments.
D)  They aware of their BATNAs.

Question 12

What is the difference between a negotiating party's position and that party's interests?

Accepted Answer

The answer of What is the difference between a negotiating...

Question 13

A player's ___________ ____________ is the minimum outcome that this player will require of a negotiated agreement.

Accepted Answer

The answer of A player's ___________ ____________ is the minimum...

Exam 10: Making Rational Decisions in Negotiations

Contingent contracts can create value in the presence of what feature:

Negotiators often give too much attention to the other party's ___________ and not to finding out their underlying interests.

Trust enables value creation through:

A negotiated agreement whose terms depend on some future (uncertain)event is known as a ______________ .

Once a settlement has been achieved,it is wise not to re-open it,because going back to reconsider an issue can harm the mutual trust between the parties.

Which of the following is not a key set of information in Raiffa's framework for approaching negotiations?

Knowing one's own reservation price is sufficient for making the decision of whether to accept or reject the final offer from the other party.

The best strategy in negotiation is to get the most important issue resolved in the beginning and then move on to less important issues.

Negotiations that do not involve more than one issue involve are likely to focus on of value but not _ of value.

Negotiators often are reluctant to give away information because they assume that:

Game theory provides the most precise prescriptive advice to negotiators,on the condition that:

What is the difference between a negotiating party's position and that party's interests?

A player's _ __ is the minimum outcome that this player will require of a negotiated agreement.