Cooperative Negotiators Self-Quiz









Cooperative bargaining is:
Choice 1 Sometimes possible with a distributive scenario.
Choice 2 Always present in a distributive scenario.
Choice 3 Impossible with a distributive scenario.
Choice 4 Never necessary for strong, smart negotiators.
BATNA stands for:
Choice 1 Bargaining Against Terrible Advice
Choice 2 Best Alternative to a Negotiated Agreement
Choice 3 Best Argument Takes All
Choice 4 Burns & Allen Television All-stars
When engaged in cooperative bargaining, parties should:
Choice 1 Focus only on the dollar amounts involved to avoid becoming embroiled in arguments that are not wholly relevant.
Choice 2 Initially ignore the dollar amounts involved in order to find some alternative grounds on which to collect.
Choice 3 Take a simple, linear approach to negotiation to avoid complicating maters unnecessarily.
Choice 4 Take an integrative approach and consider multiple issues simultaneously.
When clients and their attorneys have prior bad experience with an opposing party:
Choice 1 Competitive bargaining is inevitable, due to a lack of trust between the parties.
Choice 2 Competitive bargaining is inevitable, due to pre-existing anger.
Choice 3 Cooperative bargaining is possible, if the legal teams stay unemotional and look for opportunities to act as problem-solvers.
Choice 4 Cooperative bargaining is possible, but only if the negotiations do not concern a distributive scenario.

© 2005 - 2019 National Paralegal College