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Question $1$

Which of the following is NOT a recommended criterion for determining the success of a negotiation?

The amount of effort put into the negotiation relative to the negotiation's importance

The overall level of satisfaction achieved by the two parties due to the negotiation's outcome

The financial distance created between the negotiated agreement and the initial offer

The willingness of the two parties to deal with each other in the future

Question $2$

Three of the following statements regarding preparing for a negotiation are true. Which one is FALSE?

By preparing a list of all the potential issues that could come up during negotiations, the likelihood of developing a creative solution is increased.

During preparations, if you can understand the interests of the opposing party and appreciate why they are seeking what they are, your negotiating position will be strengthened.

An essential step during preparation is to determine possible alternatives to a negotiated solution in order to know when it is appropriate to walk away.

By prioritizing your issues in order of importance before negotiations take place, you can successfully achieve your goal: a zero$-$sum game.

Question $3$

Which option best completes the following sentence? Knowing your resistance point in a negotiation is important because:

it can remove some of the negotiator's emotional tendencies.

it helps avoid dirty tactics by the opposing party.

it improves flexibility in the negotiation process.

it combines distributive and integrative perspectives.

Question $4$

Good negotiators will attempt to develop creative ways to exchange resources so that both parties benefit from the agreement. Which of the following is$/$are FALSE regarding the facilitation of this exchanging of resources?

By focusing on the parties' underlying interests, negotiators can avoid becoming entrenched in$,$ and unwilling to move from, their positions.

By making multiple or successive concessions, a negotiator may be inadvertently establishing a climate whereby the opposing side is LESS likely to participate in the negotiations and more willing to hold tight on their position.

"Packaging" issues together is not advisable, as a negotiator is left with fewer potential combinations of solutions and is LESS likely to come to a mutually satisfactory solution.

By deciding on an objective standard prior to discussing potential solutions, the parties are more likely to come to a final agreement that both view is fair.

A and D only

A and B only

C and B only

C is only

Question $5$

Donny Dealmaker and Joe Rice are set to enter their second day of negotiations on an important, lucrative deal. During the first day, at a meeting room in a local hotel, both sides agree to make minor concessions, but the major issues still need to be resolved. Shortly before the negotiations are set to resume, Joe changes the location from the hotel to the backroom office in a factory that he operates. The room is hot and noisy. Donny arrives on time, but he is deliberately made to sit and wait for over $45$ minutes before Joe, now accompanied by a team of lawyers, arrives to continue the negotiations.

All of the following courses of action are appropriate responses that Donny could take EXCEPT which of the following?

Donny could explicitly point out the dirty tactics to Joe and question whether they are beneficial for the negotiations.

Donny could raise the issues of the temperature and noise and suggest an alternative location for the negotiations to continue.

Donny could