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. 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






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






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






4. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation






5. 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!)






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






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






8. 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






9. 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






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






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






12. The union of both parties issue sets






13. 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.






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






15. What you really care about - wants needs etc






16. 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






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






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






19. What you say you want - your solution






20. See invalid correlations between events






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






22. Based on consistency of behvior






23. Based on intuition and emotion






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






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






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






27. Form of hypothesis testing - or trial and error






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






29. Members who are attracted to the group






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






31. Working harder in a group






32. 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






33. The process of drawing logical conclusions






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






35. Making concessions on issues before they are even requested






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






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






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






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






40. Based on rational and deliberate thoughts






41. Proceed towards one answer






42. Expand the amount of available resources






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






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






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






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






47. The strenght of positive relations within a team






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






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






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