MGT 430 UPDATED EXAM COMPREHENSIVE QUESTIONS
AND SOLUTIONS GUARANTEE A+
✔✔-Have a criticism-free brainstorming session (union example), use a third party for a
one answer proposition
-Broaden the options on the table rather than look for a single answer
-Search for mutual gains
-Invent ways of making their decision easy - ✔✔What do Fisher & Ury recommend we
do in order to freely and successfully invent creative options at negotiating tables?
✔✔1. Seat the participants side by side facing the problem.
2. Clarify the ground rules, including the no-criticism rule
3. Brainstorm
4. Record the ideas in full view (like on a blackboard or large sheets of newsprint) -
✔✔Since brainstorming is the key to creatively inventing options - how do we
successfully conduct brainstorming at a negotiating table?
✔✔Don't shoot someone's creative idea down or criticize them publicly. Collect all
options provided and weed them out at the end, instead of shooting them down right
away, regardless of how crazy it is
-Circle chart (pg. 68) - ✔✔What is the no-criticism rule in brainstorming and creating
options?
✔✔micro and macro level negotiations (individual negotiators on behalf of
organizations) - ✔✔Micro: usually 1 person or a small group of people
Macro: may include people in the process of negotiation who aren't even there (e.g.
upper manager)
✔✔true
Negotiation based upon objective criteria and principle is much more effective than
positional bargaining and clash of wills - ✔✔True or false: No negotiation is likely to be
efficient or amicable if you pit your will against theirs, explain
✔✔true - ✔✔True or false: The more you and the other side refer to precedent and
community practice, the greater your chance of benefiting from past experience; an an
agreement consistent with precedent is less vulnerable to attack. Precedent builds upon
objective criteria and independent standards
, ✔✔true - ✔✔True or false: HNP also known as the PON is a gold standard and a world-
class approach to learning negotiating skills directly applicable to politicians, diplomats,
business and corporate leaders
✔✔true - ✔✔True or false: Swinging your chair around to the other side of the table
creates a shoulder to shoulder and side by side approach to negotiation meaning both
sides are facing the problem together
✔✔ - ✔✔In the Harvard training video, what happened with Irma (boss) and her
employee, Francine?
✔✔False - ✔✔True or false: The BATNA is the best deal I can get in my current
negotiation.
✔✔ - ✔✔What does Goldman say about causing the other side to publicly "lose face" in
a negotiation?
✔✔true - ✔✔True or false: In most circumstances, a danger in a negotiation is that you
are too committed to reaching an agreement and you have not developed any
alternative to a negotiated solution.
✔✔true
This is why BATNA is essential. No BATNA = limited options - ✔✔True or false: Many
excellent negotiators do not like to prematurely face the question of what they will do if
no agreement is reached
✔✔false, that is BATTNA - ✔✔True or false: The BATNA is the best alternative to *this*
negotiation
✔✔true - ✔✔Tough (X) on the problem, contract, numbers and softer (Y) on the people
and relationships
✔✔true - ✔✔True or false: The BATNA or BATTN is a useful and powerful concept in
business negotiation.
✔✔true - ✔✔True or false: The majority of the time business associates can be
assumed to be making rational, logical, objective decisions that will in part rely upon
seemingly objective data.
✔✔false - ✔✔True or false: The BATNA is approximately the same as the bottom line.
✔✔true - ✔✔True or false: We can assume that in a small number of negotiations that
emotions rule and defy objective logic and data
AND SOLUTIONS GUARANTEE A+
✔✔-Have a criticism-free brainstorming session (union example), use a third party for a
one answer proposition
-Broaden the options on the table rather than look for a single answer
-Search for mutual gains
-Invent ways of making their decision easy - ✔✔What do Fisher & Ury recommend we
do in order to freely and successfully invent creative options at negotiating tables?
✔✔1. Seat the participants side by side facing the problem.
2. Clarify the ground rules, including the no-criticism rule
3. Brainstorm
4. Record the ideas in full view (like on a blackboard or large sheets of newsprint) -
✔✔Since brainstorming is the key to creatively inventing options - how do we
successfully conduct brainstorming at a negotiating table?
✔✔Don't shoot someone's creative idea down or criticize them publicly. Collect all
options provided and weed them out at the end, instead of shooting them down right
away, regardless of how crazy it is
-Circle chart (pg. 68) - ✔✔What is the no-criticism rule in brainstorming and creating
options?
✔✔micro and macro level negotiations (individual negotiators on behalf of
organizations) - ✔✔Micro: usually 1 person or a small group of people
Macro: may include people in the process of negotiation who aren't even there (e.g.
upper manager)
✔✔true
Negotiation based upon objective criteria and principle is much more effective than
positional bargaining and clash of wills - ✔✔True or false: No negotiation is likely to be
efficient or amicable if you pit your will against theirs, explain
✔✔true - ✔✔True or false: The more you and the other side refer to precedent and
community practice, the greater your chance of benefiting from past experience; an an
agreement consistent with precedent is less vulnerable to attack. Precedent builds upon
objective criteria and independent standards
, ✔✔true - ✔✔True or false: HNP also known as the PON is a gold standard and a world-
class approach to learning negotiating skills directly applicable to politicians, diplomats,
business and corporate leaders
✔✔true - ✔✔True or false: Swinging your chair around to the other side of the table
creates a shoulder to shoulder and side by side approach to negotiation meaning both
sides are facing the problem together
✔✔ - ✔✔In the Harvard training video, what happened with Irma (boss) and her
employee, Francine?
✔✔False - ✔✔True or false: The BATNA is the best deal I can get in my current
negotiation.
✔✔ - ✔✔What does Goldman say about causing the other side to publicly "lose face" in
a negotiation?
✔✔true - ✔✔True or false: In most circumstances, a danger in a negotiation is that you
are too committed to reaching an agreement and you have not developed any
alternative to a negotiated solution.
✔✔true
This is why BATNA is essential. No BATNA = limited options - ✔✔True or false: Many
excellent negotiators do not like to prematurely face the question of what they will do if
no agreement is reached
✔✔false, that is BATTNA - ✔✔True or false: The BATNA is the best alternative to *this*
negotiation
✔✔true - ✔✔Tough (X) on the problem, contract, numbers and softer (Y) on the people
and relationships
✔✔true - ✔✔True or false: The BATNA or BATTN is a useful and powerful concept in
business negotiation.
✔✔true - ✔✔True or false: The majority of the time business associates can be
assumed to be making rational, logical, objective decisions that will in part rely upon
seemingly objective data.
✔✔false - ✔✔True or false: The BATNA is approximately the same as the bottom line.
✔✔true - ✔✔True or false: We can assume that in a small number of negotiations that
emotions rule and defy objective logic and data
