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 rational and deliberate thoughts






2. 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






3. reliability - mutual acceptance - emotions






4. 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)






5. 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.






6. The strenght of positive relations within a team






7. 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.






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






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






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






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






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






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






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






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






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






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






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






19. 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






20. 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






21. Working less hard in a group






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






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






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






25. 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






26. One that calls into question anothers character






27. 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






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






29. Based on intuition and emotion






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






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






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






33. Members who are attracted to the group






34. 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






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






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






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






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






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






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






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






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






43. Your Best Alternative To a Negotiated Agreement






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






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






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






47. What you say you want - your solution






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






49. Unable to acces knowledge when we need it






50. Based on consistency of behvior