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Week-4, Review >> The Art of Negotiation

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1 point

When you feel that you have a thorough understanding of the array of value options available to you, which ones have the most significance to your counterpart, and you have developed a trusting relationship with your counterpart.

When you feel that you have a thorough understanding of the array of value options available to you, and you have achieved more power in the relationship than your counterpart has and your counterpart is indicating a desire to end the negotiation.

When you are confident that you know your counterpart’s BATNA and you feel pressure from the counterpart to move the negotiation to a first offer stage.

When you feel you have overcome each of your counterpart’s positional statements and know you have greater authority in your organization than your counterpart has in his or her organization.

1 point

Your first offer should be your best offer.

You should always make the first offer.

Should be made after you understand the full set of options available to you and which hold the greatest value for your counterpart.

It should be extreme so that you and your counterpart have plenty of room to move between your BATNA and your actual offer.

1 point

The agreement you believe you’ll probably end up with.

The agreement you show your counterpart at the outset of the negotiation.

A list of possible options for the future agreement.

The ultimate and most realistic agreement you can achieve.

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Payment terms.

Price per unit.

Lowest price you are willing to offer.

Both A and B.

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A list of alternatives should you decide its best to walk away.

A specific plan of what you will do if there is no negotiated agreement.

A set of criteria for agreeing to the counterpart’s final offer.

The bottom line for all points of value in the negotiation.

1 point

True

False

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you have a realistic scenario against which to compare other offers

you have a long list of possible alternatives

you have an agreement in place

you have outlined a set of criteria for agreeing to a negotiation

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Convince them that their BATNA is inferior to your proposal

Explore creative combinations of possibilities that make your offer more appealing

Begin bargaining over a defined and unchanging amount of value

Suggest they pursue their BATNA

Week-4, Review >> The Art of Negotiation

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