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






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






3. See invalid correlations between events






4. Based on rational and deliberate thoughts






5. 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






6. Members who are attracted to the group






7. Making projections about future outcomes






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






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






10. The strenght of positive relations within a team






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






12. The union of both parties issue sets






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






14. Members who are attracted to particular members






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






16. Clients are treated like partners






17. 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






18. What you say you want - your solution






19. Based on consistency of behvior






20. Making concessions on issues before they are even requested






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






22. Based on intuition and emotion






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






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






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






26. Form of hypothesis testing - or trial and error






27. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative






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






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






30. 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






31. Means by which people influence others






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






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






34. 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






35. Brainstorming - electronic brainstorming - surveys






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






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






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






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






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






41. 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






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






43. 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.






44. Your Best Alternative To a Negotiated Agreement






45. 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






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






47. 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






48. Expand the amount of available resources






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






50. 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