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






2. What you say you want - your solution






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






4. Members who are attracted to the group






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. Making concessions on issues before they are even requested






7. The union of both parties issue sets






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






9. Based on intuition and emotion






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






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






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






13. Unable to acces knowledge when we need it






14. 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)






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






16. What you really care about - wants needs etc






17. 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






18. '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






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






20. 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.






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






22. Means by which people influence others






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






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






25. 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






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






27. 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






28. The strenght of positive relations within a team






29. Your Best Alternative To a Negotiated Agreement






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






32. 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






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






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






35. See invalid correlations between events






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






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






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






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






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. If we reach agreement - we commit to some option






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






43. 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






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






45. Working less hard in a group






46. 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






47. Making projections about future outcomes






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






49. Clients are treated like partners






50. The process of drawing logical conclusions