Negotiation Skills Flashcards
7 cards from real BPTC practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Negotiation Skills flashcards as text
What does 'BATNA' stand for in negotiation theory?
Answer: Best Alternative To a Negotiated Agreement
BATNA (Best Alternative To a Negotiated Agreement) is the most advantageous course of action available to a party if negotiations fail to produce a deal.
In principled negotiation (the Harvard approach), which of the following is NOT one of the four key principles?
Answer: Focus on positions rather than interests
Principled negotiation specifically advocates focusing on underlying interests rather than stated positions; positional bargaining is exactly what the Harvard approach seeks to move away from.
What is the 'Zone of Possible Agreement' (ZOPA) in negotiation?
Answer: The overlap between each party's reservation prices within which a deal can be struck
ZOPA is the range between the parties' respective reservation prices (walk-away points) where a mutually acceptable agreement is possible.
Which negotiation style treats the negotiation as a zero-sum game where one party's gain is the other's loss?
Answer: Distributive negotiation
Distributive (or positional/competitive) negotiation involves dividing a fixed resource so that one party's gain necessarily comes at the other party's expense.
In negotiation, what is a party's 'reservation price'?
Answer: The threshold beyond which a party would prefer no deal to a deal on those terms
A reservation price (or walk-away point) is the least favourable outcome a party would accept before preferring to walk away from the negotiation entirely.
Which of the following best describes 'integrative' negotiation?
Answer: Parties identify shared and complementary interests to create mutually beneficial outcomes
Integrative negotiation focuses on expanding value by exploring underlying interests, enabling solutions that leave both parties better off than pure positional bargaining would allow.
At the BPTC, when (if ever) should a negotiator reveal their client's bottom line to the opposing party?
Answer: Only if genuinely necessary to achieve settlement, and then only strategically
Revealing a client's bottom line prematurely weakens the negotiating position; disclosure should be an absolute last resort and even then managed carefully to avoid unnecessary concession.