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. Based on intuition and emotion






2. Working harder in a group






3. 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






4. 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






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






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






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






8. Proceed towards one answer






9. Working less hard in a group






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






11. Your Best Alternative To a Negotiated Agreement






12. 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






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






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






15. The strenght of positive relations within a team






16. 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






17. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words






18. 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.






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






20. Brainstorming - electronic brainstorming - surveys






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






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






23. Expand the amount of available resources






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






25. 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






26. 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.






27. Basic human motive concerning preservation of the self versus collective






28. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators






29. Based on consistency of behvior






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






31. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference






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






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






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






35. Means by which people influence others






36. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach






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






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






39. 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






40. reliability - mutual acceptance - emotions






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






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






43. 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)






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






45. 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!)






46. The process of drawing logical conclusions






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






48. What you say you want - your solution






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






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