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






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






3. One that calls into question anothers character






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






5. The process of drawing logical conclusions






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






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






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






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






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






11. 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






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






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






14. 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






15. Unable to acces knowledge when we need it






16. 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






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






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






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






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






21. 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






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






23. 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






24. Working harder in a group






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






26. What you say you want - your solution






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






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






29. 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






30. Making projections about future outcomes






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






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






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






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 used fewer reasons to back up each of his/her arguments only moving to subsidiary reasons only if main reason began to wither.






36. Making concessions on issues before they are even requested






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






38. Out of the box thinking






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






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






41. 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






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






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






44. '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






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






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






48. Members who are attracted to the group






49. 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






50. Brainstorming - electronic brainstorming - surveys