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






2. '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






3. 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






4. 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






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






6. 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






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






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






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






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






11. 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






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






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






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






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






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






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






18. One that calls into question anothers character






19. 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.






20. Members who are attracted to particular members






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






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






23. 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






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






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






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






27. 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.






28. Based on intuition and emotion






29. Unable to acces knowledge when we need it






30. The union of both parties issue sets






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






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






33. 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






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






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






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






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






38. reliability - mutual acceptance - emotions






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






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






41. Means by which people influence others






42. Making projections about future outcomes






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






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






45. The strenght of positive relations within a team






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






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






48. 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






49. 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






50. See invalid correlations between events