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






2. Based on rational and deliberate thoughts






3. Expand the amount of available resources






4. Members who are attracted to particular members






5. 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






6. 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.






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






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






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






10. Making concessions on issues before they are even requested






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






12. Unable to acces knowledge when we need it






13. One that calls into question anothers character






14. The strenght of positive relations within a team






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






16. 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






17. Form of hypothesis testing - or trial and error






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






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






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






21. '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






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






23. Proceed towards one answer






24. Members who are attracted to the group






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






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






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






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






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






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






31. 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






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






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






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






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






36. 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






37. Making projections about future outcomes






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






39. 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






40. 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.






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






42. 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






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






44. 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






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






46. Based on consistency of behvior






47. 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!)






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






49. Means by which people influence others






50. The process of drawing logical conclusions