1. According to the statistics presented in class, the variable that explained the outcomes that were achieved in the OBS negotiation was

A. An interaction of party and amount

B. BATNA

C. The amount of the first offer

D. Which party made the first offer

2. Lying about an issue that is complementary

A. Will result in you living in Atlanta for the rest of your life

B. Will give the other party misinformation and that could lead to more difficulty in gaining a mutually agreeable outcome

C. Will give the other party misinformation and that could allow you to protect sensitive and valuable information

D. Always leads to a negative joint gain

3. Any offer outside of the settlement zone:

A. Will always be accepted

B. Will always be rejected

C. Will always solicit a counter offer

D. Will damage the relationship between the two parties

4. The success of the Farpoint Gambit is based on the fact that:

A. The person providing the exploding offer ultimately doesnt have the authority to make changes in the deal

B. The person receiving the exploding offer can ultimately withdraw from the deal if the negotiation proves unsuccessful

C. The person receiving the exploding offer cannot with draw from the deal, rather the terms must be worked out

D. The alien race with whom you are negotiating doesnt have a dizzyingly complex human intellect