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. Working harder in a group






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






3. Members who are attracted to particular members






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






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






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






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






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






9. reliability - mutual acceptance - emotions






10. Making concessions on issues before they are even requested






11. 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






12. The strenght of positive relations within a team






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






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






16. The union of both parties issue sets






17. 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






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






19. Based on intuition and emotion






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






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






22. 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.






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






24. 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






25. Out of the box thinking






26. Proceed towards one answer






27. Brainstorming - electronic brainstorming - surveys






28. 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






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






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






31. Making projections about future outcomes






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






33. One that calls into question anothers character






34. Based on rational and deliberate thoughts






35. The most common cause of transactional entrapment - E.g. Dollar auction- auctioneer accepts bid for a one dollar bill. second highest bidder must also pay the bid. Biggest problem is the reluctance to cut losses once the commitment is made.






36. Members who are attracted to the group






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






38. The process of drawing logical conclusions






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






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






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. Form of hypothesis testing - or trial and error






43. What you say you want - your solution






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






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






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






48. Your Best Alternative To a Negotiated Agreement






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






50. Expand the amount of available resources