In the “House on Elm Street” negotiation, Pat could pay no more than 250,000 for the house. This is Pat’s (select one):

Jing and Tim have parking spaces next to each other at the apartment complex where they live. Tim claims that Jing dented his car when she was driving out of her space. They are negotiating with each other, trying to resolve this dispute. This type of negotiation tends to (select one):

Boris is involved in a business dispute with his partner Kaylee. Someone has suggested that they should use a third party process to resolve the dispute. The following are examples of third party processes (select one):

Someone else has suggested that Boris and Kaylee (#4 above) should use an ADR process. The following are examples of ADR processes (select one):

Tommaso owns a business and is involved in a dispute with one of his suppliers, Sharmin. Because Tommaso is certain that he is right, he wants to use a rights-oriented process to resolve the dispute. Examples of rights-oriented processes are (select one):

Kelly is negotiating a complex deal with Santiago, but they are making little progress. They should consider the following processes, which have been used for deal making (select one):

Cai is preparing for a cross-cultural negotiation with Yosuke. In preparing for this negotiation, he wants to make sure that he understands Yosuke’s “deep culture.” This means understanding the other side’s (select one):

Elena is negotiating the purchase of a kitchen table from her neighbor Beixi. Her goal is to acquire it for 250 and she will begin the negotiations by offering 150. If Elena cannot negotiate a price of 300 or less for the table, she will purchase a new table from a store for 400. Beixi’s goal is to sell the table for 350. She will counter Elena’s initial offer by countering with 400. If Beixi cannot get at least 275 from Elena for the table, she will sell it to her nephew for 200. (Select one):

Based on only the facts in #9, (select one):

Based on only the facts in #9 (select one):

Based on only the facts in #9 (select one):

Based on only the facts in #9 the ZOPA ranges from (select one):

Clyde owns a business and needs to hire a temporary employee for one month, beginning November 16. On November 1, he sent Bonnie a written job offer that stated the November 16 start date. Bonnie accepted Clyde’s offer with a written reply on November 2 but said that she could not start until November 18. Clyde sent her a written response on November 3 stating that November 18 was fine with him. Assuming that all other details regarding employment (such as salary, hours, etc.) were spelled out in their messages, Bonnie and Clyde (select one):

Amanda is beginning to negotiate the sale of her car to Anuj. In deciding whether to make the first offer, the most important psychological tool that she needs to consider is (select one):

Jessica manufactures components for a product. She has sued one of her customers, Michael, in the United States for payment. Michael claims that the components that Jessica delivered were defective. They are now negotiating a possible settlement. Jessica is asking the court to award her 400,000 in damages and she agreed to pay her attorney a 30% contingency fee. There is a 50% chance that she will win. If they go to court, she estimates that Michael’s attorney’s fees will total 80,000. Based on a decision tree calculation, the value of Jessica’s litigation BATNA based only on these facts is (select one):

Same facts as #16, except that Jessica files her lawsuit outside the US in a country that uses a "loser pays" rule. Instead of hiring her attorney on a contingency fee, she agrees to pay the attorney a fixed fee of 90,000. Based on a decision tree calculation, the value of Jessica’s litigation BATNA based on these revised facts is (select one):

Harinee is negotiating to sell her car to Sam. During negotiations, Sam asks Harinee whether the car has ever been damaged in an accident. Harinee says “absolutely not.” This is a lie. She was involved in a serious accident in which a passenger in her car was killed. After the accident she had the car completely repaired and the damage is not noticeable. Based on Harinee’s answer, Sam bought the car but later discovered the lie. Harinee has violated which of the following legal rules (select one):

Mark works in sales for Company X and is paid a commission on his sales. After negotiations he enters into a contract to sell a product to a customer at a price that is much higher than what other sales people could negotiate. His boss sends Mark an email stating that she is very pleased with the deal. Despite the high price, the customer is also pleased with the deal and pays Mark a bonus. When Mark’s company later learns about the bonus the company (select one):

To increase your power in a negotiation you should (select one):

Your BATNA strategy should always include (select one):

Company A hired Nick as an agent and gave him a letter authorizing him to make purchases on behalf of the company. In a separate email, the company explained to Nick that he could only make purchases for 100,000 or less. In other words, 100,000 was the reservation price for his negotiations. Nick proceeded to negotiate a contract with a new supplier, B, in which he purchased goods for 95,000. Nick showed B the letter of authority from the company but did not mention the 100,000 limitation that the company explained in the email. Select one:

Same fact as #22, except that Nick agreed to pay 105,000 in the contract with B. Select one.

The best way to avoid the fixed pie assumption is to (select one):

Eshan is preparing for a negotiation to sell his house to Jose. He thinks that the ZOPA range is 250 to 300 when it is really 225 to 325. This is an example of (select one):

Malavica is negotiating to purchase some equipment from Eric for her start-up business. During the negotiation she makes a concession to Eric regarding the delivery date. (The delivery date requested by Eric caused no problems for Malavica.) In gratitude for her concession, Eric agrees to extend the warranty on the equipment he is selling her for an additional time period. This is an example of (select one):

Bailey recently moved to France and is negotiating the purchase of a house in a suburb of Paris from a French owner. She has retained her US citizenship. Her contract is governed by (select one):

Jing is negotiating to sell her business to Pedro. They have reached agreement on most of the terms of the sale and have just signed an agreement in principle. Agreements in principle are (select one):

Sarah signed an agreement to rent an apartment from a landlord who also signed the agreement. During the lease negotiations, the landlord agreed to provide Sarah with extra storage space in the basement of the apartment building but this promise was not included in the agreement. The landlord now tells Sarah that he will not provide the extra space. If the landlord admits making the promise, under the parol evidence rule (select one):

After both sides signed the lease in #29, the landlord asked Sarah if she would be willing to delay the move-in date by two days. She agreed and they amended the lease. In this situation (select one):

Kathryn and Jose are involved in a business dispute that is going to arbitration. In the typical arbitration (select one):

In #31, Kathryn and Jose decide to try mediation instead of arbitration. They can select one of the following, which are the typical types of mediation (select one):

In #31, assume that Kathryn and Jose are trying to decide whether to resolve their dispute either by one-on-one negotiation or by mediation. Negotiation and mediation are similar except that with mediation (select one):

Jed is negotiating a business deal with Steve. They think that there might not be a ZOPA, in which case they are wasting their time. The best process for finding out whether there is a ZOPA is (select one):

In every price negotiation, there is (select one):

If the losing party in an arbitration appeals the decision to the court system, the court will (select one):

Arbitration is very similar to litigation except that with arbitration (select one):

ADR screens are used to (select one):

The following statement(s) is (are) correct (select one):

Maria is the head of human resources for a mid-size company. She is involved in a budget dispute with Max, the head of the finance department. Max wants to cut back on Maria’s budget for next year. Maria claims that she needs the current budget to meet the HR needs of the three other departments in the company (information technology, operations, and marketing). This is an ideal situation for Maria to use (select one):

Aashka is negotiating to sell her car to Juana. During the negotiation, Aashka tells Juana that someone else has offered to purchase the car for 5000. In fact, no one else has made an offer to purchase the car. Based on Aashka's statement, Juana agrees to purchase the car for 5200. If Juana later learns of Aashka's lie and decides to sue her: (select one):

Peter and Michelle are recent business school graduates with very few resources. They decided to start a business as partners. Michelle was a much better negotiator than Peter (because she had taken a MOOC called “Successful Negotiation”!). She persuaded Peter to sign a partnership agreement that was extremely unfair to him. He should be able to back out of the agreement because (select one):

Decision trees can be used to (select one):

You are a consultant. Company M has been involved in a number of disputes with its suppliers and customers. The company hires you to establish an ADR system. As part of this system you should consider encouraging the company to (select one):

In the “House on Elm Street” negotiation, if Tracy did not tell Pat that the basement might have a leak, this would be an example of (select one):