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






2. 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






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






4. What you really care about - wants needs etc






5. Based on consistency of behvior






6. Members who are attracted to the group






7. Based on intuition and emotion






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. 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






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






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






12. 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.






13. Proceed towards one answer






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






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






16. Clients are treated like partners






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






18. Expand the amount of available resources






19. 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






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






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






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






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






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






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






26. 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)






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






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






29. One that calls into question anothers character






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






31. The strenght of positive relations within a team






32. 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






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






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






35. 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






36. Making concessions on issues before they are even requested






37. Out of the box thinking






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






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






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






41. Unable to acces knowledge when we need it






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






43. 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.






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






45. 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






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






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






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






49. See invalid correlations between events






50. Making projections about future outcomes