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. Form of hypothesis testing - or trial and error






2. Making projections about future outcomes






3. What you really care about - wants needs etc






4. Clients are treated like partners






5. Out of the box thinking






6. What you say you want - your solution






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






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






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






10. The strenght of positive relations within a team






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






12. 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.






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






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






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






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






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






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






19. 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






20. Expand the amount of available resources






21. Proceed towards one answer






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






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






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






25. The frequency with which some event or pattern occurs in the general population






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






27. Brainstorming - electronic brainstorming - surveys






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






29. Unable to acces knowledge when we need it






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. 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






32. 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)






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






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






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






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






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






38. Means by which people influence others






39. 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






40. See invalid correlations between events






41. 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!)






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






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






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






45. One that calls into question anothers character






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






47. reliability - mutual acceptance - emotions






48. Your Best Alternative To a Negotiated Agreement






49. Working harder in a group






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