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






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






3. 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






4. Working less hard in a group






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






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






7. Means by which people influence others






8. What you really care about - wants needs etc






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






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






11. Form of hypothesis testing - or trial and error






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






13. Out of the box thinking






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






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






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






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






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






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






20. 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






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






22. 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






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






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






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






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






27. 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






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






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






30. Working harder in a group






31. One that calls into question anothers character






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






33. The union of both parties issue sets






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






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






36. Proceed towards one answer






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






38. 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






39. Clients are treated like partners






40. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer






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






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






43. The process of drawing logical conclusions






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






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






46. 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.






47. Expand the amount of available resources






48. See invalid correlations between events






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






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