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. reliability - mutual acceptance - emotions






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






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






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






5. 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.






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






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






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






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






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






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






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






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






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






15. 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!)






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






17. Unable to acces knowledge when we need it






18. The strenght of positive relations within a team






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






20. One that calls into question anothers character






21. Working harder in a group






22. Proceed towards one answer






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






24. 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)






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. Based on intuition and emotion






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






28. Based on consistency of behvior






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






30. '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






31. See invalid correlations between events






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






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






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






35. Based on rational and deliberate thoughts






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






37. 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






38. Your Best Alternative To a Negotiated Agreement






39. Take time to 'cool off' - Explore different ways to logroll - Exploit differences in expectations and risk/ time preferences - Keep decisions tentative and conditional until a final proposal is complete - Minimize formality - record keeping until fi






40. Members who are attracted to particular members






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






42. Form of hypothesis testing - or trial and error






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






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






45. 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






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






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






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






49. Out of the box thinking






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