QUESTION $1$

A systematic approach for handling disagreements regarding expectations about future success, quality, or performance is referred to as a:

Contingency Contract

A Post Settlement Settlement

A Pre Settlement Settlement

A Package Reservation Value

$5$ points

QUESTION $2$

The main characteristic$($s$)$ in a negotiation that allows parties to create value is:

A$.$

Multiple issues

B$.$

Parties having different priorities across issues

C$.$

Parties having different preferences within issues

D$.$

All of the above

$5$ points

QUESTION $3$

A strategy to influence your counterpart to share information with you is:

A$.$

Ask them direct questions about their BATNA and Reservation Value

B$.$

Share information with them

C$.$

Remain silent and poker faced

D$.$

All of the above

$5$ points

QUESTION $4$

In order to create a scoring system to aid your decision making in a negotiation, one needs to know the following:

What the issues are in the negotiation

Your BATNA

The importance of the issues to you

A and C are correct

$5$ points

QUESTION $5$

A mindset and methodology where negotiators approach negotiations the same way a dective might approach a crime scene is referred to as:

A$.$

Distributive Negotiation

B$.$

Integrative Negotiation

C$.$

Investigative Negotiation

D$.$

A and C are correct

$5$ points

QUESTION $6$

Negotiators are often unwilling to share important information that makes value creation difficult. Why is this the case?

A$.$

They do not trust their counterpart

B$.$

They do not know their counterpart

C$.$

They do not understand their counterpart

D$.$

All of the above are reasons why negotiators are unwilling to share information