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. What you really care about - wants needs etc






2. 'Maximize profit' approaches enjoyed greater profitability than did ' Minimize Expenses' approaches( the maximize profit group completed more transactions for greater profit but the 'minimize expenses' framers completed transactions of greater mean p






3. Making projections about future outcomes






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






5. 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






6. Out of the box thinking






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






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






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






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






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






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






13. reliability - mutual acceptance - emotions






14. 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






15. What you say you want - your solution






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






17. Brainstorming - electronic brainstorming - surveys






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






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






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






21. 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






22. Goals and interests related to: Gain - relationship - identity - process






23. Members who are attracted to particular members






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






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






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






27. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict






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






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






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






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






33. Your Best Alternative To a Negotiated Agreement






34. 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.






35. Form of hypothesis testing - or trial and error






36. 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)






37. 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!)






38. Based on rational and deliberate thoughts






39. Based on intuition and emotion






40. The strenght of positive relations within a team






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






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






43. Grounded in complete empathy with another persons desires and intentions






44. Members who are attracted to the group






45. Putting a number of events - or potential occurrences into a time sequence exp. 'First I'll bring up A - then lead to B - and after that ill cover C etc.






46. 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






47. 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.






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






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






50. The process of drawing logical conclusions