Negotiations : Principles and process – Quiz

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Question 1 of 3

1. Question
Q1. What does ZOPA mean ?
- a) Zone of Possible Agreement, so a good place to pitch your initial offer and thereby avoid appearing unrealistic and an unworthy negotiating partner from the outset
- b) Zone of Possible Agreement, the zone where you may well end up settling, so best to be ambitious and make your initial outside the zone
- c) Zone of Possible Agreement, but usually a best, initial guess and rarely backed up by research or role playing
- d) Zone of Probable Antagonism, no-go area / red lines for the other side and so best avoided
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Question 2 of 3

2. Question
Q2. What on earth is a BATNA ?
- a) Best Alternative to a Negotiated Agreement : something you work out once the negotiation has started and have heard the opening position of the other side
- b) Best Alternative to a Negotiated Agreement : your indifference point, decided before you enter the negotiations, and the point at which you will walk away from the negotiation rather than make more concessions as you have an alterative of similar value
- c) Best Alternative to a Negotiated Agreement : an unexpected suggestion that is designed to break a deadlock by catching the other party off balance
- d) Best alternative to a Negotiated Agreement : the expected settlement, but expressed in terms of hard cash
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Question 3 of 3

3. Question
Q3. Silence in negotiations is :
- a) Simply a waste of valuable time
- b) A clear sign of weakness, good negotiators have a clear plan and always talk fast to lead and dominate the discussion
- c) A sign of lack of preparation
- d) A useful tool, especially when dealing with insecure extroverts on the other side
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Negotiations : Principles and process – Quiz

Negotiations : Principles and process – Quiz

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