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. reliability - mutual acceptance - emotions






2. Based on rational and deliberate thoughts






3. Your Best Alternative To a Negotiated Agreement






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






5. Proceed towards one answer






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






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






8. Making concessions on issues before they are even requested






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






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






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






12. 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






13. 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)






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






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






16. Clients are treated like partners






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






18. Unable to acces knowledge when we need it






19. 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






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






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






22. The union of both parties issue sets






23. One that calls into question anothers character






24. 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.






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






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






27. Means by which people influence others






28. Based on consistency of behvior






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






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






31. 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






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






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






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






35. 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






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






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






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






39. Working less hard in a group






40. 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






41. The strenght of positive relations within a team






42. 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






43. Members who are attracted to particular members






44. Based on intuition and emotion






45. 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






46. 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!)






47. What you say you want - your solution






48. Brainstorming - electronic brainstorming - surveys






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






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