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Negotiation

Subject : soft-skills
Instructions:
  • Answer 50 questions in 15 minutes.
  • If you are not ready to take this test, you can study here.
  • Match each statement with the correct term.
  • Don't refresh. All questions and answers are randomly picked and ordered every time you load a test.

This is a study tool. The 3 wrong answers for each question are randomly chosen from answers to other questions. So, you might find at times the answers obvious, but you will see it re-enforces your understanding as you take the test each time.
1. Skilled negotiators used fewer reasons to back up each of his/her arguments only moving to subsidiary reasons only if main reason began to wither.






2. Coalitions can form among parties - Natural Coalitions:allies share a broad range of common interests - there are likely to be frequent allies - single-issue coalitions:Parties difffer on other issues unite on singe issue - might be Strange Bedfellow






3. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem






4. The most common cause of transactional entrapment - E.g. Dollar auction- auctioneer accepts bid for a one dollar bill. second highest bidder must also pay the bid. Biggest problem is the reluctance to cut losses once the commitment is made.






5. Believing something is true even after it has been proven not






6. The frequency with which some event or pattern occurs in the general population






7. The worst agreement you're willing to accept ('walk-away')






8. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative






9. Proceed towards one answer






10. People tend to base behavior on readily understood terms such as percentages. Exp All other things being equal ( quality of product - the store - service - etc)more people are willing to suffer the same inconveniences to save $30 on a $70 item than t






11. The process of drawing logical conclusions






12. Being overly affected by form of a presentation of information in negotiation (pay attention to both content and context. even though framing is important - be more aware of the content!)






13. Listening actively and empathetically to whatever the other party says






14. BATNA - Reservation Price - ZOPA - Value Creation through Trades






15. Possible agreements or part of agreemenrrs that you might reach with your negotiation party






16. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior






17. Prepare self with positive - engaged attitude exp Pike Place Fish market in Seattle - It doesn't matter where you work - you get to choose your attitude ( Nodding your head - removing physical barriers)






18. Someone who is too concerned with win-win negotiations they forget to claim resources






19. Working less hard in a group






20. Based on intuition and emotion






21. Often - a consumer is willing to pay more for the identical product or service sold at a swank specialty shop than at discount store. There is a tendency to assign a greater value to the quality of the transaction over the actual intrinsic worth of a






22. Division of large - all encompassing issues into smaller more manageable ones






23. Expand the pie - Logroll-finding different issues and prioritize them. End up with a highly preferred outcome - Compensation(not integrative)- agreeing to ones objectives and accommodating the others interests - cut the costs for compliance-ones obje






24. Your Best Alternative To a Negotiated Agreement






25. One that calls into question anothers character






26. Making concessions on issues before they are even requested






27. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication






28. Define problem which will be acceptable to both sides - state problem with an eye toward practicality and comprehensiveness - state problem and id the obstacles in obtaining it - don't make the problem personal - separate the problem definition from






29. Brainstorming - electronic brainstorming - surveys






30. The union of both parties issue sets






31. Based on consistency of behvior






32. We feel obligated to return in kind what others have offered or given us






33. Zone Of Possible Aggreements defined by range between parties' reservation prices






34. reliability - mutual acceptance - emotions






35. Focus on commonalities - Address need and interests - Commit to meet all parties needs - exchange info and ideas - invent options for mutual gain - use objective criteria to set standards






36. Group members independently write down ideas for resolvig negotiation then meet a share the ideas






37. What you say you want - your solution






38. The derivation of group preference from individual preference is indeterminate






39. External standards or precedents that might convince one or both parties that a proposed agreement is fair






40. The tendency to treat chance events as though they have a built in evening out mechanism






41. The total of the gains earned by each party in the negotiation






42. When a problem solver bases a strategy on familiar methods






43. Tendency for people in group negotiations to underestimate the number of feasible options






44. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions






45. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions






46. Expand the amount of available resources






47. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)






48. How much utility we derive depends on who is providing it






49. The strenght of positive relations within a team






50. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.






Can you answer 50 questions in 15 minutes?



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