Test your basic knowledge |

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. Working less hard in a group






2. Form of hypothesis testing - or trial and error






3. 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






4. What you say you want - your solution






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






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






7. Clients are treated like partners






8. Brainstorming - electronic brainstorming - surveys






9. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues






10. reliability - mutual acceptance - emotions






11. Proceed towards one answer






12. Negotiators thinking they are revealing more information that they actually are






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






14. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation






15. Do not be disclosing - Learn interests - BATNA - etc. of other side - Establishing an anchor - Offering concessions grudgingly - Presenting deadlines to create urgency - Offering multiple proposals to provide option - Signal interest in closing the d






16. 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






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






18. Skilled negotiators - if they decided to attack - gave no warning and attacked severely






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






20. See invalid correlations between events






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






22. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer






23. Out of the box thinking






24. 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.






25. What can i do if i walk away without agreement? which is best






26. Members who are attracted to particular members






27. If we reach agreement - we commit to some option






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






29. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests






30. 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






31. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options






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






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






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






35. Implemented over time in different phases - each phase has own promises and dealings - early phases: become familiar with other's Negotiation Style - Build Trust - Monitor Other party to ensure follow through - Walk away from Disconcerting negotiati






36. Unable to acces knowledge when we need it






37. Involves trade iffs that require each group member to offer another member a concession on one issue while receiving a concession from yet another group member on a different issue






38. Someone who realizes both that the pie can be expanded and who does not forget to claim resources






39. Someone who believs one must adopt a tough hard stance to negotiate






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






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






42. What you really care about - wants needs etc






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






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






45. The union of both parties issue sets






46. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)






47. The ability to change a losing coalition into winning coalition






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






49. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh






50. Members who are attracted to the group