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. Means by which people influence others






2. Based on intuition and emotion






3. 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






4. Brainstorming - electronic brainstorming - surveys






5. The derivation of group preference from individual preference is indeterminate






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






7. Making concessions on issues before they are even requested






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






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






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






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






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






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






14. One that calls into question anothers character






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






16. The strenght of positive relations within a team






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






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






19. Proceed towards one answer






20. Form of hypothesis testing - or trial and error






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






22. The union of both parties issue sets






23. 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






24. 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.






25. '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






26. Based on rational and deliberate thoughts






27. Often - a consumer is willing to pay more for the identical product or service sold at a swank specialty shop than at discount store. There is a tendency to assign a greater value to the quality of the transaction over the actual intrinsic worth of a






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






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






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






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






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






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






34. What you say you want - your solution






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






36. See invalid correlations between events






37. The process of drawing logical conclusions






38. Members who are attracted to particular members






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






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






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






42. 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






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






44. 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)






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






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






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






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






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






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