BPTC Negotiation Skills

Question 1

What does 'BATNA' stand for in negotiation theory?

Accepted Answer

Best Alternative To a Negotiated Agreement

Answer

Balanced Approach To Negotiating Arrangements

Answer

Basic Assessment of Total Negotiated Amount

Answer

Best Attainable Terms in any Negotiation

Question 2

In principled negotiation (the Harvard approach), which of the following is NOT one of the four key principles?

Accepted Answer

Focus on positions rather than interests

Answer

Separate the people from the problem

Answer

Invent options for mutual gain

Answer

Insist on using objective criteria

Question 3

What is the 'Zone of Possible Agreement' (ZOPA) in negotiation?

Accepted Answer

The overlap between each party's reservation prices within which a deal can be struck

Answer

The range of issues open for discussion in a negotiation

Answer

The geographical area in which a negotiation takes place

Answer

The list of concessions each party is prepared to make

Question 4

Which negotiation style treats the negotiation as a zero-sum game where one party's gain is the other's loss?

Accepted Answer

Distributive negotiation

Answer

Integrative negotiation

Answer

Collaborative negotiation

Answer

Principled negotiation

Question 5

In negotiation, what is a party's 'reservation price'?

Accepted Answer

The threshold beyond which a party would prefer no deal to a deal on those terms

Answer

The opening offer made at the start of negotiation

Answer

The price agreed in advance with the client before negotiation begins

Answer

The amount a party expects the court to award if litigation proceeds

Question 6

Which of the following best describes 'integrative' negotiation?

Accepted Answer

Parties identify shared and complementary interests to create mutually beneficial outcomes

Answer

Each party seeks to maximise individual gain at the other's expense

Answer

A neutral third party evaluates each party's position and imposes a solution

Answer

One party makes all concessions to achieve a quick settlement

Question 7

At the BPTC, when (if ever) should a negotiator reveal their client's bottom line to the opposing party?

Accepted Answer

Only if genuinely necessary to achieve settlement, and then only strategically

Answer

At the outset, to demonstrate good faith and encourage reciprocity

Answer

Only if the client specifically instructs disclosure

Answer

Never under any circumstances