BA 461 Mid Term Exam Review Questions

 

  1. Reading 1-2 discusses Interests Rights and Power and four criteria for determining which approach is “best”.  Choose one approach and argue for its value as a strategy to resolve a dispute using the four criteria for determining which approach is best found in the book to make your point.
  2. Reading 1-3 advises us to consider both relationships and substance when negotiating strategically in the context of an organization.  Explain why we should even bother with this idea.
  3. Describe an approach to prenegotiation planning and explain what should be considered when one performs the task.
  4. What is “Power Negotiating” and why is it a good (bad) idea?
  5. What is an exploding offer?  Suppose you were just presented with an exploding offer by Sal (buy the Neptune right here right now for $8,150 or it is back to the list price).  What reasons would Sal have for making such an offer?
  6. What distinguished Interest-Based negotiation from the popular view of negotiation as a "winner takes all” proposition?
  7. Symbiotic negotiators face a dilemma at some point in every negotiation.  What is the dilemma and how should one deal with it to achieve favorable outcomes?  Hint: it has to do with having mixed motives.
  8. If you wanted to use framing to get your opponent to make a concession how would you go about doing it?
  9. Pick the three behaviors of successful negotiators that you believe have the greatest impact in terms of favorable outcomes.  Explain why they are the ones with the greatest impact in your opinion.
  10. Describe the Dual Concern Model or Strategic Choice Model and explain how you would use it to select an appropriate strategy.
  11. Define BATNA and explain what role it plays in terms of influencing power in a negotiation.  (For an extra point or two: What is a 'tripwire' and when would you use one?)
  12. No matter how little or how much time a person has to prepare for a negotiation, there are four pieces of information that must be determined/decided before s/he is ready to begin.  What are they and why are they important?

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