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Brijesh is negotiating with Sara, who wants to purchase his car. The only issue is price. This is an example of a (select one):

1
point

2. 

In the “House on Elm Street” negotiation, Pat could pay no more than 250,000 for the house. This is Pat’s (select one):

1
point

3. 

Jing
and Tim have parking spaces next to each other at the apartment complex
where they live. Tim claims that Jing dented his car when she was
driving out of her space. They are negotiating with each other, trying
to resolve this dispute. This type of negotiation tends to (select one):

1
point

4. 

Boris
is involved in a business dispute with his partner Kaylee. Someone has
suggested that they should use a third party process to resolve the
dispute. The following are examples of third party processes (select
one):

1
point

5. 

Someone
else has suggested that Boris and Kaylee (#4 above) should use an ADR
process. The following are examples of ADR processes (select one):

1
point

6. 

Tommaso
owns a business and is involved in a dispute with one of his suppliers,
Sharmin. Because Tommaso is certain that he is right, he wants to use a
rights-oriented process to resolve the dispute. Examples of
rights-oriented processes are (select one):

1
point

7. 

Kelly
is negotiating a complex deal with Santiago, but they are making little
progress. They should consider the following processes, which have been
used for deal making (select one):

1
point

8. 

Cai
is preparing for a cross-cultural negotiation with Yosuke. In preparing
for this negotiation, he wants to make sure that he understands
Yosuke’s “deep culture.” This means understanding the other side’s
(select one):

1
point

9. 

Elena
is negotiating the purchase of a kitchen table from her neighbor Beixi.
Her goal is to acquire it for 250 and she will begin the negotiations
by offering 150. If Elena cannot negotiate a price of 300 or less for
the table, she will purchase a new table from a store for 400. Beixi’s
goal is to sell the table for 350. She will counter Elena’s initial
offer by countering with 400. If Beixi cannot get at least 275 from
Elena for the table, she will sell it to her nephew for 200. (Select
one):

1
point

10. 

Based on only the facts in #9, (select one):

1
point

11. 

Based on only the facts in #9 (select one):

1
point

12. 

Based on only the facts in #9 (select one):

1
point

13. 

Based on only the facts in #9 the ZOPA ranges from (select one):

1
point

14. 

Clyde
owns a business and needs to hire a temporary employee for one month,
beginning November 16. On November 1, he sent Bonnie a written job offer
that stated the November 16 start date. Bonnie accepted Clyde’s offer
with a written reply on November 2 but said that she could not start
until November 18. Clyde sent her a written response on November 3
stating that November 18 was fine with him. Assuming that all other
details regarding employment (such as salary, hours, etc.) were spelled
out in their messages, Bonnie and Clyde (select one):

1
point

15. 

Amanda
is beginning to negotiate the sale of her car to Anuj. In deciding
whether to make the first offer, the most important psychological tool
that she needs to consider is (select one):

1
point

16. 

Jessica
manufactures components for a product. She has sued one of her
customers, Michael, in the United States for payment. Michael claims
that the components that Jessica delivered were defective. They are now
negotiating a possible settlement. Jessica is asking the court to award
her 400,000 in damages and she agreed to pay her attorney a 30%
contingency fee. There is a 50% chance that she will win. If they go to
court, she estimates that Michael’s attorney’s fees will total 80,000.
Based on a decision tree calculation, the value of Jessica’s litigation
BATNA based only on these facts is (select one):

1
point

17. 

Same
facts as #16, except that Jessica files her lawsuit outside the US in a
country that uses a “loser pays” rule. Instead of hiring her attorney
on a contingency fee, she agrees to pay the attorney a fixed fee of
90,000. Based on a decision tree calculation, the value of Jessica’s
litigation BATNA based on these revised facts is (select one):

1
point

18. 

Harinee
is negotiating to sell her car to Sam. During negotiations, Sam asks
Harinee whether the car has ever been damaged in an accident. Harinee
says “absolutely not.” This is a lie. She was involved in a serious
accident in which a passenger in her car was killed. After the accident
she had the car completely repaired and the damage is not noticeable.
Based on Harinee’s answer, Sam bought the car but later discovered the
lie. Harinee has violated which of the following legal rules (select
one):

1
point

19. 

Mark
works in sales for Company X and is paid a commission on his sales.
After negotiations he enters into a contract to sell a product to a
customer at a price that is much higher than what other sales people
could negotiate. His boss sends Mark an email stating that she is very
pleased with the deal. Despite the high price, the customer is also
pleased with the deal and pays Mark a bonus. When Mark’s company later
learns about the bonus the company (select one):

1
point

20. 

To increase your power in a negotiation you should (select one):

1
point

21. 

Your BATNA strategy should always include (select one):

1
point

22. 

Company
A hired Nick as an agent and gave him a letter authorizing him to make
purchases on behalf of the company. In a separate email, the company
explained to Nick that he could only make purchases for 100,000 or less.
In other words, 100,000 was the reservation price for his negotiations.
Nick proceeded to negotiate a contract with a new supplier, B, in which
he purchased goods for 95,000. Nick showed B the letter of authority
from the company but did not mention the 100,000 limitation that the
company explained in the email. Select one:

1
point

23. 

Same fact as #22, except that Nick agreed to pay 105,000 in the contract with B. Select one.

1
point

24. 

The best way to avoid the fixed pie assumption is to (select one):

1
point

25. 

Eshan
is preparing for a negotiation to sell his house to Jose. He thinks
that the ZOPA range is 250 to 300 when it is really 225 to 325. This is
an example of (select one):

1
point

26. 

Malavica
is negotiating to purchase some equipment from Eric for her start-up
business. During the negotiation she makes a concession to Eric
regarding the delivery date. (The delivery date requested by Eric caused
no problems for Malavica.) In gratitude for her concession, Eric agrees
to extend the warranty on the equipment he is selling her for an
additional time period. This is an example of (select one):

1
point

27. 

Bailey
recently moved to France and is negotiating the purchase of a house in a
suburb of Paris from a French owner. She has retained her US
citizenship. Her contract is governed by (select one):

1
point

28. 

Jing
is negotiating to sell her business to Pedro. They have reached
agreement on most of the terms of the sale and have just signed an
agreement in principle. Agreements in principle are (select one):

1
point

29. 

Sarah
signed an agreement to rent an apartment from a landlord who also
signed the agreement. During the lease negotiations, the landlord agreed
to provide Sarah with extra storage space in the basement of the
apartment building but this promise was not included in the agreement.
The landlord now tells Sarah that he will not provide the extra space.
If the landlord admits making the promise, under the parol evidence rule
(select one):

1
point

30. 

After
both sides signed the lease in #29, the landlord asked Sarah if she
would be willing to delay the move-in date by two days. She agreed and
they amended the lease. In this situation (select one):

1
point

31. 

Kathryn and Jose are involved in a business dispute that is going to arbitration. In the typical arbitration (select one):

1
point

32. 

In
#31, Kathryn and Jose decide to try mediation instead of arbitration.
They can select one of the following, which are the typical types of
mediation (select one):

1
point

33. 

In
#31, assume that Kathryn and Jose are trying to decide whether to
resolve their dispute either by one-on-one negotiation or by mediation.
Negotiation and mediation are similar except that with mediation (select
one):

1
point

34. 

Jed
is negotiating a business deal with Steve. They think that there might
not be a ZOPA, in which case they are wasting their time. The best
process for finding out whether there is a ZOPA is (select one):

1
point

35. 

In every price negotiation, there is (select one):

1
point

36. 

If the losing party in an arbitration appeals the decision to the court system, the court will (select one):

1
point

37. 

Arbitration is very similar to litigation except that with arbitration (select one):

1
point

38. 

ADR screens are used to (select one):

1
point

39. 

The following statement(s) is (are) correct (select one):

1
point

40. 

Maria
is the head of human resources for a mid-size company. She is involved
in a budget dispute with Max, the head of the finance department. Max
wants to cut back on Maria’s budget for next year. Maria claims that she
needs the current budget to meet the HR needs of the three other
departments in the company (information technology, operations, and
marketing). This is an ideal situation for Maria to use (select one):

1
point

41. 

Aashka
is negotiating to sell her car to Juana. During the negotiation, Aashka
tells Juana that someone else has offered to purchase the car for 5000.
In fact, no one else has made an offer to purchase the car. Based on
Aashka’s statement, Juana agrees to purchase the car for 5200. If Juana
later learns of Aashka’s lie and decides to sue her: (select one):

1
point

42. 

Peter
and Michelle are recent business school graduates with very few
resources. They decided to start a business as partners. Michelle was a
much better negotiator than Peter (because she had taken a MOOC called
“Successful Negotiation”!). She persuaded Peter to sign a partnership
agreement that was extremely unfair to him. He should be able to back
out of the agreement because (select one):

1
point

43. 

Decision trees can be used to (select one):

1
point

44. 

You
are a consultant. Company M has been involved in a number of disputes
with its suppliers and customers. The company hires you to establish an
ADR system. As part of this system you should consider encouraging the
company to (select one):

1
point

45. 

In
the “House on Elm Street” negotiation, if Tracy did not tell Pat that
the basement might have a leak, this would be an example of (select
one):

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