Course description:
This course provides students with the ability to develop analytical and communication skills necessary for successful negotiations, as a complex three-stage process, consisting of preparation, negotiating, and post-negotiation implementation and evaluation. Instruction combines both theoretical knowledge of leading negotiation scholars and practical experience through learning by doing. Instructional methods include a study guide, required readings, and a final exam.
Course structure:
Course Syllabus
Study Guide
End of Course Review
Practice Questions
Exam:
48 questions
40 multiple choice questions
8 open-ended questions
2 hours to complete
Sample questions:
1) A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?
A. conflict between parties
B. two or more parties involved
C. an established set of rules
D. a voluntary process
2) As a party managing a negotiation mismatch, you can respond using which of the following ways?
A. Ignore them.
B. Respond in kind.
C. Call them on it.
D. Offer to change to more productive methods.
3) The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?
A. bargaining range
B. resistance point
C. target point
D. bargaining mix
4) Research suggests that too much knowledge about the other party's needs can lead to a _________.
A. quick and positive outcome
B. dilemma of honesty.
C. negative effect on your reputation.
D. suboptimal negotiation outcome
5) Which of the following strategies should negotiators with a low familiarity with the other culture choose?
A. employ agents or advisers
B. adapt to the other party's approach
C. coordinate adjustment
D. embrace the other party's approach
Answers:
A 2. B 3. A 4. D 5. A