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






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






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






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






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






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






7. Unable to acces knowledge when we need it






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






9. 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.






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






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






12. Members who are attracted to particular members






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






14. '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






15. What you really care about - wants needs etc






16. The union of both parties issue sets






17. The process of drawing logical conclusions






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






19. 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






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






21. Proceed towards one answer






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






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






24. Members who are attracted to the group






25. Your Best Alternative To a Negotiated Agreement






26. 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.






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






28. 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.






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






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






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






32. 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






33. Making projections about future outcomes






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






35. Working harder in a group






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






37. 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)






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






39. Based on intuition and emotion






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






41. 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






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






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






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






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






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






47. Based on rational and deliberate thoughts






48. 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






49. 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






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