business negotiation

1. Which of the following negotiation factors are likely to be affected by culture?

A) Goal of negotiation: contract vs. relationship

B) Communications: Direct vs. indirect

C) Attitudes: Win/Lose vs. Win/win

D) All of the above

2. The target point is the

A) point at which a negotiator would like to conclude negotiations.

B) negotiator's bottom line.

C) first offer a negotiator quotes to his opponent.

D) initial price set by the seller.

3. Which of the following is not a major criterion to evaluate the effectiveness in resolving disputes?

A) Opportunity costs

B) Satisfaction with outcomes

C) Effect on the relationship

D) Recurrence of disputes

4. Which of the following statements about BATNA is INCORRECT?

A) BATNA stands for best alternative to a negotiated agreement.

B) BATNA is the fallback position if negotiation fails and can be implemented without the negotiation partner.

C) BATNA is co-created with your negotiation partner through brainstorm.

D) Having a good BATNA will give a negotiator certain leverage in making demands.

5. Which of the following statements regarding culture is CORRECT?

A) When dealing with negotiators from a high-power distant culture, you don’t need to be worried about the question of who decides what.

B) When dealing with negotiators from a high uncertainty avoidance culture, you may want to clarify the situation and process of the negotiation to reduce unnecessary anxiety of your counterpart.

C) Negotiators from a collective society may tend to make individual decisions during negotiation.

D) Negotiators from a low context culture tend to be indirect during negotiation.

6. Case Question:

Please list THREE actions taken by Yahoo have upset its relationship with Alibaba. Explain why these actions upset Alibaba, and provide possible alternatives that Yahoo could have done better, both achieving its strategic goals and maintaining ties with Alibaba.

7. Essay Question:

What are the 4 principles of principled negotiation? Please explain the meaning of these principles and elaborate how you may apply these principles in real-world negotiations.