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. 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)






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






3. The process of drawing logical conclusions






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






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






6. Unable to acces knowledge when we need it






7. 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






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






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






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






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






12. 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






13. Members who are attracted to the group






14. Members who are attracted to particular members






15. Your Best Alternative To a Negotiated Agreement






16. 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.






17. Form of hypothesis testing - or trial and error






18. 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






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






20. Making projections about future outcomes






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






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






23. The union of both parties issue sets






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






25. Making concessions on issues before they are even requested






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






27. 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






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






29. reliability - mutual acceptance - emotions






30. 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.






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






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






33. Brainstorming - electronic brainstorming - surveys






34. Means by which people influence others






35. 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.






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






37. Clients are treated like partners






38. Based on rational and deliberate thoughts






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






40. What you really care about - wants needs etc






41. See invalid correlations between events






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






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






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






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






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






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






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






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






50. One that calls into question anothers character