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Question 1
A "zero-sum" scenario is:
Correct
Incorrect!
Correct
Incorrect!
Correct Any gain by one party is offset by an equal and opposite loss by the other. A 'zero-sum' scenario is another way to describe a 'distributive scenario'.
Incorrect! Any gain by one party is offset by an equal and opposite loss by the other. A 'zero-sum' scenario is another way to describe a 'distributive scenario'.
Correct
Incorrect!
Question 2
In an adversarial negotiation context, one pitfall to avoid is:
Correct
Incorrect!
Correct Bargaining against oneself is an easy way to achieve a less-than-ideal result. One example of this is when employers place ads asking prospects to submit resumes along with 'salary requirements.' Applicants worry that asking for too much money will take them out of the running, and therefore often put down a salary below the level they might have been able to negotiate. By bargaining against themselves, they effectively end up with a lower salary than they might have otherwise garnered.
Incorrect! Bargaining against oneself is an easy way to achieve a less-than-ideal result. One example of this is when employers place ads asking prospects to submit resumes along with 'salary requirements.' Applicants worry that asking for too much money will take them out of the running, and therefore often put down a salary below the level they might have been able to negotiate. By bargaining against themselves, they effectively end up with a lower salary than they might have otherwise garnered.
Correct
Incorrect!
Correct
Incorrect!
Question 3
Complete the following sentence: Information, in a competitive negotiation situation_______.
Correct
Incorrect!
Correct Because information is power, when in an adversarial position with the opposing party, one must carefully consider when and how to reveal certain facts, or otherwise disclose information relevant to the negotiation. Because there is no compulsory discovery, (d) is wrong.
Incorrect! Because information is power, when in an adversarial position with the opposing party, one must carefully consider when and how to reveal certain facts, or otherwise disclose information relevant to the negotiation. Because there is no compulsory discovery, (d) is wrong.
Correct
Incorrect!
Correct
Incorrect!
Question 4
If an attorney postures during negotiations by claiming that her client will "walk away from discussions unless an agreement is reached in 10 days," that attorney:
Correct Although time-pressure threats are not always a wise maneuver, they are permissible even absent a client's sworn statement supporting the threat. There is no rule violated here, and the threat need not be carried out.
Incorrect! Although time-pressure threats are not always a wise maneuver, they are permissible even absent a client's sworn statement supporting the threat. There is no rule violated here, and the threat need not be carried out.