Question 1 When is the right time to make a first offer? a) When you feel that you have a thorough understanding of the array of value options available to you, which ones have the most significance to your counterpart, and you have developed a trusting relationship with your counterpart. b) When you feel that you have a thorough understanding of the array of value options available to you, and you have achieved more power in the relationship than your counterpart has and your counterpart is indicating a desire to end the negotiation. c) When you are confident that you know your counterparts BATNA and you feel pressure from the counterpart to move the negotiation to a first offer stage. d) When you feel you have overcome each of your counterparts positional statements and know you have greater authority in your organization than your counterpart has in his or her organization.

Question 3 A framework agreement is a) The agreement you believe youll probably end up with. b) The agreement you show your counterpart at the outset of the negotiation. c) A list of possible options for the future agreement. d) The ultimate and most realistic agreement you can achieve.

Question 4 A framework agreement should include: a) Payment terms. b) Price per unit. c) Lowest price you are willing to offer. d) Both A and B.

Question 5 A BATNA is: a) A list of alternatives should you decide its best to walk away. b) A specific plan of what you will do if there is no negotiated agreement. c) A set of criteria for agreeing to the counterparts final offer. d) The bottom line for all points of value in the negotiation.

Question 7 The advantage of having a well defined BATNA (Best Alternative to a Negotiated Agreement) is that: a) you have a realistic scenario against which to compare other offers b) you have a long list of possible alternatives c) you have an agreement in place d) you have outlined a set of criteria for agreeing to a negotiation

Question 8 Consider a situation where your counterparts BATNA is more beneficial to them than your offer. What might you do? a) Convince them that their BATNA is inferior to your proposal b) Explore creative combinations of possibilities that make your offer more appealing c) Begin bargaining over a defined and unchanging amount of value d) Suggest they pursue their BATNA