Mastery Quiz 1 - 2 - Coursera

12/8/2015
MasteryQuiz12|Coursera
Mastery Quiz 1 2
10/14questions correct
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Review Related Lesson (/learn/negotiation/home/week/2)
1.
Preamble: This is the first mastery quiz for the course. The questions on this quiz are meant to test whether you have
watched all the material and understand the concepts presented in Modules 1 2. If you are reading this, I hope that
means youve had a chance to look over the questions in advance (provided in the Preview of Mastery Quiz 1 2) and
so you know what to expect.
Q1. What is the pie?

The pie is the benefit the negotiating parties could get if they work together.
https://www.coursera.org/learn/negotiation/exam/XzOmj/masteryquiz12
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The pie is the difference between the benefit the negotiating parties could get if they work together and the
sum of the benefits each party could get on its own.
Well done!
The pie is the difference between the benefit one party can get on its own and the benefit the other party
can get on its own.
3.14159
2.
If Abe and Bea reach an agreement, they can create 12 together. If they dont, Abe can create 3 on his own and Bea
can create 1 on her own. What is the pie?
8
Well done!
Thats right. The pie is how much more the two parties can create by working together compared to what they
can create without an agreement. Therefore the pie is 12 - (3 + 1) = 8.
3.
In the above scenario, how much should Abe get?

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7
Well done!
That's right. If Abe and Bea split the pie (8), Abe will get 3 + 4 = 7.
4.
Andrea and Beth are dining at a fine restaurant. There is a bottle of 2009 Grgich Hills Chardonnay on the menu and
the price is $100. To keep things simple, albeit unrealistic, assume the restaurant only sells whole bottles and this is
the only wine they carry.
Andrea would be willing to pay $110 to drink the whole bottle.

Andrea would be willing to pay $90 to drink half the bottle.
Beth would be willing to pay $80 to drink the whole bottle.
Beth would be willing to pay $50 to drink half the bottle.
They would like to share a bottle if it makes sense to do so (and if they can agree on how to divide the costs). To see if
it makes sense, what is the pie, in dollars?
40
Sorry, thats not what were looking for.
This is a challenging question. Remember the pie is how much more the two parties can create by working
together compared to what they can create without an agreement. If they dont reach an agreement, what
would Andrea do on her own? What would Beth do on her own? If they do reach an agreement how much
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value do they create? How much more value do they create together compared to the result with no
agreement?
If you are still stuck, you might want to review the Sea Corp. video.
Acceptable responses
$30
If they dont reach an agreement, Andrea will get $10 and Beth will get nothing. If they do reach an agreement,
they will jointly have created $40 of surplus ($90 + $50 $100). Thus the pie is $30.
30
If they dont reach an agreement, Andrea will get $10 and Beth will get nothing. If they do reach an agreement,
they will jointly have created $40 of surplus ($90 + $50 $100). Thus the pie is $30.
5.
In the question above, how much should Andrea pay, in dollars, if they split the pie?
70
Sorry, thats not what were looking for.
Andrea needs Beth just as much as Beth needs Andrea to do this deal, so they should split the pie. If youve
calculated the pie correctly, then both Andreas and Beths gain from sharing the bottle will be half the pie. For
Beth, that means she pays that amount less than her value of the bottle. But thats not quite the case for
Andrea.
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A common mistake here is to leave out the gain Andrea can get on her own. Remember that if they dont
reach an agreement, Andrea will still buy a bottle of wine and get some surplus. Thus Andrea has to do even
better than that as a result of the agreement.
Acceptable responses
$65
If they split it evenly, each side will end up with $15 of the pie. Thus Beth pays $50 $15 = $35 and Andrea
pays $90 ($15 + $10) = $65. Note Andrea starts with the $10 of value that she can create on her own.
65
If they split it evenly, each side will end up with $15 of the pie. Thus Beth pays $50 $15 = $35 and Andrea
pays $90 ($15 + $10) = $65. Note Andrea starts with the $10 of value that she can create on her own.
6.
Recall that if Aegean and Baltic share the cost of a new software program, Aegean will benefit $100 while Baltic
benefits $200. If the software costs $100 total, how much should Aegean pay, in dollars?
50
Well done!
If the software costs $100, the net benefit they would receive together is $200. If they work on their own,
Aegean will not buy the software since the cost ($100) cancels out its benefit ($100). Baltic will buy the
software for a net benefit of $200 - $100 = $100. Therefore the pie, or the difference between working
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together and working separately, is $200 - $100 = $100. The pie should be divided equally: $50/$50. Aegean
and Baltic will each pay $50. Here it is in tabular form:
Aegean
Baltic
Total
Net Benefit: Together
-------
------
200
Net Benefit: On Their Own
100
100
Pie
-------
------
100
Total benefit each side gets when they split the pie
50
150
200
How much each pays
50
50
200
Show other acceptable response
7.
What is the Shapley Value?

For each party in the group, it is the amount of pie created by that party joining others in the group,
averaged across all possible orderings in which parties join the group.
Well done!
Well done.
For each party in the group, it is half of the amount of pie created by that party joining others in the group,
averaged across all possible orderings in which parties join the group.
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For each party in the group, it is the maximum portion of the pie created by that party joining the group,
across all possible orderings in which parties join the group.
8.
In the PlanetGazette merger, the Gazette was twice as big as the Planet. If the Planet were the same size as the
Gazette, how much more of the pie would you expect the Planet to get?
No more
Well done!
The pie gets split in half, not because the Planet and Gazette are equal in size, but because the cooperation of
both parties is needed to complete the merger and create the pie.
50% more
100% more
9.
Recall in the PlanetGazette merger case, the increased productivity from the Gazettes know-how was worth $1
million to the Planet. Imagine the Planet could hire a consultant to improve its productivity up to the same level as the
Gazette. The cost of the consultant would be $200,000. Of course, with the merger, there is no need for the
consultant. When the Planet has the ability to hire a consultant, how much more money should the Planet get in the
merger?
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The same amount as before
Sorry, that's incorrect.

The possibility of hiring the consultant changes the benefit that the Planet can achieve on its own without the
help of the Gazette. What is the new pie and what is the Planet's new starting position?
$200,000 more
$300,000 more
$400,000 more
$500,000 more
10.
Consider a potential merger between two hypothetical beer companies. Prior to the merger, the first, Ann Hy, is worth
$150 billion and the second, Czar Bosch, is worth $100 billion. If they merge, they will gain $30 billion in increased
value from reduced costs and additional sales (in present discounted value). Thus the combined value of the new
entity (called Ann Hy-Czar Bosch) would be $280 billion. How much more could Czar Bosch hope to get by using the
theory of the pie instead of proportional division?
0
$1.3 billion
$3 billion
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$5 billion
$10 billion
$10.7 billion
Sorry, that's incorrect.

First, what is the pie? How much would Czar Bosch get under proportional division? Hint: Proportional division
is based on the pre-merger numbers, and $100b / ($100b + $150b) = 40%. How much more does Czar Bosch
get if they split the pie evenly instead of using proportional division?
11.
Consider an Ultimatum Game where the pie is $100. You are the receiver. What reserve price, in dollars, maximizes
your expected payout?
0
Well done!
Your reserve price doesnt change what the other side will offer. Thus anything you turn down is like throwing
money away. You may choose to do so out of spite or to enforce a social norm, but doing so will lower your
expected payout.
Show other acceptable responses
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12.
In an Ultimatum Game where the pie is $100, would you rather be:
the person making the offer
Well done!
Remember the old adage: It is better to give than to receive. You would rather be the one making the offer
since that person should get more than half of the pie. The advantage of being the one receiving the offer is
you can guarantee yourself some money by saying yes to everything.
the person receiving the offer
13.
You should propose proportional division if it benefits you.

Yes
Well done!
If a proportional split leads you to get more than half the pie and the other side is willing to agree, then go
ahead.
No
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14.
Abe and Bea each have some money to invest in a CD (Certificate of Deposit). Abe has $5,000 and Bea has $20,000.
Both are interested in making a 6-month investment at Synchrony Bank. The CD rates for Synchrony Bank (as of July 8,
2015) are as listed below.
With 0.41% interest, Abe would get $5,010 in six months. With 0.50% interest, Bea would get $20,050 at the end of six
months.
If they pool their funds, they will be able to purchase a $25,000 CD, which pays a higher interest rate. The 0.60%
interest will return $25,075 at the end of six months.
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Obviously, Abe gets back his $5,000 principle, and Bea gets back her $20,000 principle. How should the $75 interest be
divided between the two of them?
Divide up the interest according to the amount invested. Since Bea has 80% of the funds, she should get
80% of the interest, or $60 in total. This is the same as both parties getting 0.60% interest on their funds.
Divide the interest in two, so each gets $37.50.
Abe gets $17.50 and Bea gets $57.50.
Well done!
If they dont pool their funds, then Abe will only earn $10 of interest and Bea will earn $50. By coming
together, they can earn $75, which is an extra $15 of interest. The two should spit this evenly, $7.50 and $7.50.
Thus Abe would get $17.50 and Bea would get $57.50.
Note that this increases Abes effective interest rate from 0.41% to 0.7%, which is more than what Bea is
getting. The reason is that Bea is not able to increase her payout from 0.50% to 0.60% without Abes
cooperation. Were Bea able to find someone else with $5,000 to invest with her, then she would likely get
much more of the gain.
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Review Related Lesson (/learn/negotiation/home/week/2)

Q1. What is the pie?

In the above scenario, how much should Abe get?

Andrea would be willing to pay $110 to drink the whole bottle.

Net Benefit: Together

Net Benefit: On Their Own

How much each pays

Show other acceptable response

What is the Shapley Value?

The same amount as before

Sorry, that's incorrect.

Sorry, that's incorrect.

Show other acceptable responses

the person receiving the offer

You should propose proportional division if it benefits you.

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