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 process of drawing logical conclusions






2. Members who are attracted to particular members






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






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






5. Working harder in a group






6. '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






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






8. The union of both parties issue sets






9. 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






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






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






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






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






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. 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






16. Based on rational and deliberate thoughts






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






18. Members who are attracted to the group






19. Brainstorming - electronic brainstorming - surveys






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






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






22. One that calls into question anothers character






23. Clients are treated like partners






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






25. Based on consistency of behvior






26. 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!)






27. 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






28. 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






29. 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.






30. Proceed towards one answer






31. What you say you want - your solution






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






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






34. 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.






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






36. Working less hard in a group






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






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






39. Your Best Alternative To a Negotiated Agreement






40. 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






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






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






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






44. 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






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






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






47. 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.






48. Based on intuition and emotion






49. 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






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