RPS 6100 Chapters 2 & 3 Exam
Questions and Answers (Latest 2026).
Target Point - CORRECT ANSWERS The point at which the negotiator would like to conclude
negotiations.
Bargaining Zone - CORRECT ANSWERS The space between the resistance points of each
negotiator.
Starting Point - CORRECT ANSWERS The point at which negotiation commences. Often
included in the opening statement each party makes.
Resistance Point - CORRECT ANSWERS A negotiator's bottom line, or the point at which
they are indifferent to a deal.
Objective of Distributive Negotiation - CORRECT ANSWERS The objective of negotiation is
to reach an agreement as close as possible to the other party's resistance point.
Positive Bargaining Zone - CORRECT ANSWERS When the buyer's resistance point is above
the seller's.
Negative Bargaining Zone - CORRECT ANSWERS When the seller's resistance point is above
the buyer's.
Benefits of a strong Best Alternative to Negotiated Agreement (BATNA) - CORRECT ANSWERS
Provides a negotiator with more power in the current negotiation. Clarifies what the negotiator will do if
an agreement cannot be reached.
, Settlement Point - CORRECT ANSWERS The point at which negotiation finalizes. Often
included in the terms of the agreement.
Strategies to Maximize the Value of the Deal - CORRECT ANSWERS 1. Push for a settlement
closest to the other party's resistance point
2. Convince the other party to change her resistance point by influencing her beliefs about the value of
the unit
3. If a negative settlement range exists, convince the other party to reduce her resistance point to create
a positive settlement range.
4. Convince the other party that the settlement is the best possible option.
How to Discover the Other Party's Resistance Point - CORRECT ANSWERS Learn as much as
possible about the other party's target, resistance point, motives, confidence, etc.
Influencing the Other Party's Resistance Point - CORRECT ANSWERS 1. The higher the other
party's estimate of your cost of impasse, the stronger the other party's resistance point will be.
2. The higher the other party's estimate of her cost of impasse, the weaker the other party's resistance
point will be.
3. The less the other party values an issue, the lower their resistance point will be.
4. The more the other party believes that you value an issue, the lower their resistance point may be.
Tactical Tasks to Assess Target Points, Resistance Points, and Cost of Termination - CORRECT ANSWERS
Indirect Assessment and Direct Assessment
Indirect Assessment - CORRECT ANSWERS Obtain information indirectly about the
background factors behind an issue. For example, when purchasing a car the buyer could research
inventory levels at a car dealership, market reports of vehicle value, gas mileage.
Questions and Answers (Latest 2026).
Target Point - CORRECT ANSWERS The point at which the negotiator would like to conclude
negotiations.
Bargaining Zone - CORRECT ANSWERS The space between the resistance points of each
negotiator.
Starting Point - CORRECT ANSWERS The point at which negotiation commences. Often
included in the opening statement each party makes.
Resistance Point - CORRECT ANSWERS A negotiator's bottom line, or the point at which
they are indifferent to a deal.
Objective of Distributive Negotiation - CORRECT ANSWERS The objective of negotiation is
to reach an agreement as close as possible to the other party's resistance point.
Positive Bargaining Zone - CORRECT ANSWERS When the buyer's resistance point is above
the seller's.
Negative Bargaining Zone - CORRECT ANSWERS When the seller's resistance point is above
the buyer's.
Benefits of a strong Best Alternative to Negotiated Agreement (BATNA) - CORRECT ANSWERS
Provides a negotiator with more power in the current negotiation. Clarifies what the negotiator will do if
an agreement cannot be reached.
, Settlement Point - CORRECT ANSWERS The point at which negotiation finalizes. Often
included in the terms of the agreement.
Strategies to Maximize the Value of the Deal - CORRECT ANSWERS 1. Push for a settlement
closest to the other party's resistance point
2. Convince the other party to change her resistance point by influencing her beliefs about the value of
the unit
3. If a negative settlement range exists, convince the other party to reduce her resistance point to create
a positive settlement range.
4. Convince the other party that the settlement is the best possible option.
How to Discover the Other Party's Resistance Point - CORRECT ANSWERS Learn as much as
possible about the other party's target, resistance point, motives, confidence, etc.
Influencing the Other Party's Resistance Point - CORRECT ANSWERS 1. The higher the other
party's estimate of your cost of impasse, the stronger the other party's resistance point will be.
2. The higher the other party's estimate of her cost of impasse, the weaker the other party's resistance
point will be.
3. The less the other party values an issue, the lower their resistance point will be.
4. The more the other party believes that you value an issue, the lower their resistance point may be.
Tactical Tasks to Assess Target Points, Resistance Points, and Cost of Termination - CORRECT ANSWERS
Indirect Assessment and Direct Assessment
Indirect Assessment - CORRECT ANSWERS Obtain information indirectly about the
background factors behind an issue. For example, when purchasing a car the buyer could research
inventory levels at a car dealership, market reports of vehicle value, gas mileage.
