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






2. 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






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. 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.






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






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






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






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






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






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






11. 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!)






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






13. 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






14. reliability - mutual acceptance - emotions






15. Expand the amount of available resources






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






17. See invalid correlations between events






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






19. 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.






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






21. 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






22. 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






23. What you say you want - your solution






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






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






26. 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






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






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






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






30. Members who are attracted to the group






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






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






33. One that calls into question anothers character






34. The strenght of positive relations within a team






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






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






37. '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






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






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






40. Clients are treated like partners






41. 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






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






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






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






45. Means by which people influence others






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






47. Form of hypothesis testing - or trial and error






48. Working less hard in a group






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






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