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. Your Best Alternative To a Negotiated Agreement






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






4. Form of hypothesis testing - or trial and error






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






6. 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






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






8. '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






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






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






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






12. One that calls into question anothers character






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






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. 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






16. 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






17. Brainstorming - electronic brainstorming - surveys






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






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






20. Working less hard in a group






21. Based on intuition and emotion






22. 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






23. 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






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






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






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






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






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






29. Based on rational and deliberate thoughts






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






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






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






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






34. 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.






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






36. Working harder in a group






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






38. 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






39. 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






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






41. Expand the amount of available resources






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






43. 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






44. The strenght of positive relations within a team






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






46. 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






47. Members who are attracted to the group






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. The union of both parties issue sets