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Question 1
Cooperative bargaining is:
Correct Although many distributive scenarios will lead to competitive bargaining, it is possible for the smart negotiator to turn even a distributive scenario into an opportunity to negotiate cooperatively.
Incorrect! Although many distributive scenarios will lead to competitive bargaining, it is possible for the smart negotiator to turn even a distributive scenario into an opportunity to negotiate cooperatively.
Correct
Incorrect!
Correct
Incorrect!
Correct
Incorrect!
Question 2
BATNA stands for:
Correct
Incorrect!
Correct Examining the BATNA in each case helps determine the value of continuing negotiation rather than resolving the matter by some other means, e.g., litigation or arbitration.
Incorrect! Examining the BATNA in each case helps determine the value of continuing negotiation rather than resolving the matter by some other means, e.g., litigation or arbitration.
Correct
Incorrect!
Correct
Incorrect!
Question 3
When engaged in cooperative bargaining, parties should:
Correct
Incorrect!
Correct
Incorrect!
Correct
Incorrect!
Correct An integrative approach is most helpful to cooperative negotiators because it allows cooperation even in what might at first appear to be a distributive scenario by presenting other gains and losses other than the money at stake.
Incorrect! An integrative approach is most helpful to cooperative negotiators because it allows cooperation even in what might at first appear to be a distributive scenario by presenting other gains and losses other than the money at stake.
Question 4
When clients and their attorneys have prior bad experience with an opposing party:
Correct
Incorrect!
Correct
Incorrect!
Correct An unemotional legal team will usually achieve the best results for its clients. Even in a distributive scenario, acting as problem solvers can result in a cooperative bargaining situation.
Incorrect! An unemotional legal team will usually achieve the best results for its clients. Even in a distributive scenario, acting as problem solvers can result in a cooperative bargaining situation.
Correct
Incorrect!