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






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






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






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






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






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






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






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






9. Brainstorming - electronic brainstorming - surveys






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






11. Members who are attracted to the group






12. Members who are attracted to particular members






13. What you say you want - your solution






14. 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!)






15. 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






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






17. reliability - mutual acceptance - emotions






18. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators






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






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






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






22. 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)






23. 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






24. '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






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






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






27. The worst agreement you're willing to accept ('walk-away')






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






29. Means by which people influence others






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






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






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






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






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






35. The process of drawing logical conclusions






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






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






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






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






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






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






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






43. Making projections about future outcomes






44. Proceed towards one answer






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






46. 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.






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






48. Unable to acces knowledge when we need it






49. Based on consistency of behvior






50. Based on rational and deliberate thoughts