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. What you really care about - wants needs etc






2. Working harder in a group






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






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






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






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






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






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






9. Out of the box thinking






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






11. Unable to acces knowledge when we need it






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






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






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






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






16. Based on rational and deliberate thoughts






17. 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!)






18. 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)






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






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






21. 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






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






23. Members who are attracted to the group






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






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






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






27. One that calls into question anothers character






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






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






30. The union of both parties issue sets






31. Working less hard in a group






32. How much utility we derive depends on who is providing it






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






34. 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






35. Brainstorming - electronic brainstorming - surveys






36. '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






37. 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






38. Based on consistency of behvior






39. Expand the amount of available resources






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






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






42. The process of drawing logical conclusions






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






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






45. Clients are treated like partners






46. Making projections about future outcomes






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






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






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