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






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






3. Your Best Alternative To a Negotiated Agreement






4. 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!)






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






6. Expand the amount of available resources






7. 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






8. 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






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






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






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






12. 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.






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






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






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






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






17. Means by which people influence others






18. One that calls into question anothers character






19. Members who are attracted to the group






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






21. 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






22. Based on consistency of behvior






23. The process of drawing logical conclusions






24. Clients are treated like partners






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






26. 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






27. 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






28. Working harder in a group






29. Making concessions on issues before they are even requested






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






31. The union of both parties issue sets






32. reliability - mutual acceptance - emotions






33. Making projections about future outcomes






34. 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






35. Based on rational and deliberate thoughts






36. '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






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






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






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






40. What you say you want - your solution






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






42. 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.






43. Form of hypothesis testing - or trial and error






44. Unable to acces knowledge when we need it






45. 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






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






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






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






49. 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






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