BE2 - Negotiation

What is the purpose of the “ZOPA” concept in negotiation?

• Zone of Possible Agreements

• Zone of Positive Alternatives

• Zone of Potential Agreements

• Zone of Profitable Alternatives

How does “compromise” differ from “collaboration” in negotiations?

• Compromise seeks mutually beneficial solutions, while collaboration involves yielding to the other party’s demands.

• Compromise avoids any negotiation altogether, while collaboration seeks to win at any cost.

• Compromise involves giving up one’s interests entirely, while collaboration seeks win-win solutions.

• Compromise aims to manipulate the other party, while collaboration focuses on building trust and mutual understanding.

What is the role of “time pressure” in negotiations?

• To create a sense of urgency, which may impact decision-making

• To force the other party into accepting unfavorable terms quickly

• To rush the negotiation process without considering alternatives

• To avoid negotiation entirely

Why is “reframing” a valuable negotiation technique?

• It involves presenting information in a biased and misleading manner

• It avoids any expression of interests and needs

• It allows negotiators to control the conversation entirely

• It enables negotiators to shift the perspective and find common ground

What does the “BATNA” concept mean in negotiation?

• Best Alternative to New Agreements

• Best Alternative to a Negotiated Agreement

• Better Alternatives to New Agreements

• Best Available Targets for Negotiation Agreement

How can negotiators use the “anchoring” tactic effectively?

• By refusing to make any concessions

• By starting the negotiation with an extreme offer to influence the other party’s perception

• By avoiding expressing their interests and needs

• By dominating the conversation without considering the other party’s perspective

Negotiations in China are best conducted on a one-on-one basis, since people generally prefer getting to know you well.

• True

• False

When starting a presentation in China, it's helpful to spend significant time discussing the history of your company.

• True

• False

French negotiators may start debating your first agenda point even after you already covered and agreed on the first five points.

• True

• False

In front of a French audience, present your points and ideas in a very logical fashion, even if doing so may be seem a bit boring

• True

• False