Test-HBS 428 Negotiating (100%) 2022 1. A consulting firm plans to buy office equipment from a retailer that is going out of business. The firm wants to negotiate as low a price as possible; the retailer wants as high a price as possible. This is an example of a… • Win-Win negotiation �� Di...
1. A consulting firm plans to buy office equipment from a retailer that is going out of business. The firm
wants to negotiate as low a price as possible; the retailer wants as high a price as possible. This is an
example of a…
Win-Win negotiation
Distributive negotiation
Zone of possible agreement
Integrative negotiation
2. Which situation is not likely to involve integrative negotiation?
Two businesses with a long-standing relationship structuring a new partnership
A job candidate negotiating flexible work hours with a prospective employer
A local business group and town council negotiating urban renewal plans
An art dealer negotiating the price of a rare painting
3. After more than 100 years in business, Global Furniture is selling out to a rival corporation. The deal
will involve a very small inventory of raw materials, but the rice of the business will likely be very high.
The owner decides to conduct a multiphase negotiation. He hires a consultant to advise him. Which of
the following statements made by the consultant would be bad advice?
Agree on the sale price and closing date in the first phase of negotiation
Deal with the easy issues such as valuation of the inventory first
Think of the first phase of the negotiation as a test of the other party’s reliability
You are most likely to walk away from the deal in the first phase of negotiation
4. High Tech Inc. has negotiated a three-year contract with New Style Advertising. After the first year,
High Tech decides that it is unhappy with the creativity and flair in the advertising campaigns. How could
High Tech have negotiated differently to avoid being locked into an unsatisfactory three-year relationship
with New Style? High Tech could have…
Structured a multiparty transaction
Structured a multiphase transaction
Insisted on distributive negotiation
Insisted on integrated negotiation
5. Jack I considering a management position in an accounting firm. If Jack can’t negotiate a salary of at
least $90,000, he plans to keep his job. The new firm cannot pay more than $95,000. If an agreement
cannot be reach, the accounting firm will have to hire a far less qualified candidate. Which statement
about Jack’s BATNA (Best Alternative to a Negotiated Agreement) is true?
Jack’s BATNA is not as good as the firm’s BATNA
Jack’s BANA is $5,000
Jack’s BATNA is accepting a salary of less than $90,000
Jack’s BATNA is keeping his current job
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