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. 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






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






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






4. Based on rational and deliberate thoughts






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






6. Proceed towards one answer






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






8. The strenght of positive relations within a team






9. 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






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






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






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






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






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






15. 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.






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






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






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






19. 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






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






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






22. 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.






23. Making projections about future outcomes






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






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






26. What you say you want - your solution






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






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






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






30. Brainstorming - electronic brainstorming - surveys






31. 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)






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






33. Clients are treated like partners






34. The union of both parties issue sets






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






36. Working less hard in a group






37. 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






38. reliability - mutual acceptance - emotions






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






40. Unable to acces knowledge when we need it






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






42. Means by which people influence others






43. The process of drawing logical conclusions






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






45. What you really care about - wants needs etc






46. Based on intuition and emotion






47. '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






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






49. Form of hypothesis testing - or trial and error






50. Your Best Alternative To a Negotiated Agreement