In negotiation strategy, which of the following is NOT true of our Best Alternat

Question

In negotiation strategy, which of the following is NOT true of our Best Alternative To a Negotiated Agreement (BATNA) ?

BATNA should be determined before we begin the negotiation

BATNA represents the minimum we require from an agreement

We should reject any outcome that provides less value than our BATNA

We will always accept any outcome that provides more value than our BATNA

Which of the following is an example of a probing question?

"How much time do you currently spend on the telephone?"

"Would you like me to write up the order to ensure quick delivery?"

"May I show you how our product works with your current offerings?"

"How does upper management feel about the employee turnover rate?"

BATNA should be determined before we begin the negotiation

BATNA represents the minimum we require from an agreement

We should reject any outcome that provides less value than our BATNA

We will always accept any outcome that provides more value than our BATNA

Explanation / Answer

In negotiation strategy, which of the following is NOT true of our Best Alternative To a Negotiated Agreement (BATNA) ?

Ans. a) BATNA should be determined before we begin the negotiation.

As BATNA represents the Best Alternative to a Negotiated Agreement wherein both the parties try to get the best out of the negotiations. In the beginning we are not aware what the other party is thinking and thus we can modify our Best Alternative as we keep negotiating.

Which of the following is an example of a probing question?

Ans. d) "How does upper management feel about the employee turnover rate?"

Probing questions try to dig more information from the second person. By asking question "How does upper management feel about the employee turnover rate?" the person is actually trying to get deep information from the second person.

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