MG390 WPR | QUESTIONS AND ANSWERS | 2026 UPDATE | 100% CORRECT
dissabling assumptions - (answer)hinder creativity, (ex: pie is fixed)
assumptions - (answer)premature judgements
enabling assumptions - (answer)assumptions that support a positive outcome
role of assumptions - (answer)drive how we negotiate, drive the results
single loop learning - (answer)if one receives an unintended result, actors recraft and change their
action
double loop learning - (answer)if one receives an unintended result, actors reframe and challenge their
assumption
process elements - (answer)relationship, commitment, communication
substance elements - (answer)alternatives, interests, options, legitimacy
7 elements - (answer)interests, options, legitimacy, alternatives, commitment, relationship,
communication
circle of value - (answer)build strong relationship, promote 2-way communication then explore
interests, jointly brainstorm options, refer to standards of legitimacy then acknowledge alternatives or
make commitments
be soft on people - (answer)build and leverage positive relationships
be hard on the issues - (answer)balance focus on creating and distributing value
, MG390 WPR | QUESTIONS AND ANSWERS | 2026 UPDATE | 100% CORRECT
pareto efficiency - (answer)one party can't do better without the other party doing worse, more likely to
follow through
pareto optimal frontier - (answer)no waste option, most efficient
definition of a good outcome - (answer)no agreement or an agreement that is better than your BATNA,
satisfies interests (your - very well, theirs - acceptable, others - tolerable), pareto efficient, legitimate,
well-planned commitment, maintained/created a relationship for future negotiations, good
communication
ZOPA - (answer)zone of possible agreement, space between the two parties' reservation points
reservation point - (answer)walkaway to BATNA, test other's boundaries with crazy ideas
positional bargaining - (answer)back and forth, either split the difference, compromise or no deal
negotiation preparation - (answer)7EP
interests - (answer)why we want something, are either opposing, the same, or different, iceberg below
the surface
position - (answer)what we want, tip of the iceberg
options - (answer)things you can do together, potential agreements
legitimacy - (answer)rationale for something being perceived as fair/ appropriate, sword & shield, don't
concede unless linked to standards
integrative negotiations - (answer)process of bouncing back and forth between ideas so that we don't
make different positional bargaining
dissabling assumptions - (answer)hinder creativity, (ex: pie is fixed)
assumptions - (answer)premature judgements
enabling assumptions - (answer)assumptions that support a positive outcome
role of assumptions - (answer)drive how we negotiate, drive the results
single loop learning - (answer)if one receives an unintended result, actors recraft and change their
action
double loop learning - (answer)if one receives an unintended result, actors reframe and challenge their
assumption
process elements - (answer)relationship, commitment, communication
substance elements - (answer)alternatives, interests, options, legitimacy
7 elements - (answer)interests, options, legitimacy, alternatives, commitment, relationship,
communication
circle of value - (answer)build strong relationship, promote 2-way communication then explore
interests, jointly brainstorm options, refer to standards of legitimacy then acknowledge alternatives or
make commitments
be soft on people - (answer)build and leverage positive relationships
be hard on the issues - (answer)balance focus on creating and distributing value
, MG390 WPR | QUESTIONS AND ANSWERS | 2026 UPDATE | 100% CORRECT
pareto efficiency - (answer)one party can't do better without the other party doing worse, more likely to
follow through
pareto optimal frontier - (answer)no waste option, most efficient
definition of a good outcome - (answer)no agreement or an agreement that is better than your BATNA,
satisfies interests (your - very well, theirs - acceptable, others - tolerable), pareto efficient, legitimate,
well-planned commitment, maintained/created a relationship for future negotiations, good
communication
ZOPA - (answer)zone of possible agreement, space between the two parties' reservation points
reservation point - (answer)walkaway to BATNA, test other's boundaries with crazy ideas
positional bargaining - (answer)back and forth, either split the difference, compromise or no deal
negotiation preparation - (answer)7EP
interests - (answer)why we want something, are either opposing, the same, or different, iceberg below
the surface
position - (answer)what we want, tip of the iceberg
options - (answer)things you can do together, potential agreements
legitimacy - (answer)rationale for something being perceived as fair/ appropriate, sword & shield, don't
concede unless linked to standards
integrative negotiations - (answer)process of bouncing back and forth between ideas so that we don't
make different positional bargaining
