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






2. Expand the amount of available resources






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






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






5. 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






6. 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)






7. 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.






8. What you really care about - wants needs etc






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






10. Proceed towards one answer






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






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






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






14. 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!)






15. Based on consistency of behvior






16. Brainstorming - electronic brainstorming - surveys






17. The process of drawing logical conclusions






18. See invalid correlations between events






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






20. 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






21. The strenght of positive relations within a team






22. Working less hard in a group






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






24. One that calls into question anothers character






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






26. 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.






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






28. 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






29. 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






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






31. What you say you want - your solution






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






33. '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






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






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






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






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






38. Based on intuition and emotion






39. reliability - mutual acceptance - emotions






40. 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






41. Means by which people influence others






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






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






44. Making concessions on issues before they are even requested






45. 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






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






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






48. Working harder in a group






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






50. Making projections about future outcomes