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






2. 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






3. Your Best Alternative To a Negotiated Agreement






4. 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






5. Making concessions on issues before they are even requested






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






7. Unable to acces knowledge when we need it






8. The strenght of positive relations within a team






9. 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






10. See invalid correlations between events






11. Based on intuition and emotion






12. Form of hypothesis testing - or trial and error






13. Brainstorming - electronic brainstorming - surveys






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






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






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






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






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






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






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






21. Members who are attracted to particular members






22. Members who are attracted to the group






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






24. 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.






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






26. 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






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






28. 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)






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






30. Making projections about future outcomes






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






32. 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!)






33. 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






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






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






36. Working less hard in a group






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






38. Based on consistency of behvior






39. What you say you want - your solution






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






41. Expand the amount of available resources






42. Means by which people influence others






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






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






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






46. reliability - mutual acceptance - emotions






47. '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






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






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






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







Sorry!:) No result found.

Can you answer 50 questions in 15 minutes?


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