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. Unable to acces knowledge when we need it






2. '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






3. 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






4. 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






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






6. 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






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






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






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






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






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. Basic human motive concerning preservation of the self versus collective






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






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






16. Believing something is true even after it has been proven not






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






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






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






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






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






22. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions






23. reliability - mutual acceptance - emotions






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






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






26. Form of hypothesis testing - or trial and error






27. 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.






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






29. The union of both parties issue sets






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






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






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






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






34. The process of drawing logical conclusions






35. 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






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






37. Brainstorming - electronic brainstorming - surveys






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






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






40. 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






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. The strenght of positive relations within a team






43. Based on intuition and emotion






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






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






46. What you really care about - wants needs etc






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






48. Clients are treated like partners






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






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