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






2. Out of the box thinking






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






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






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






6. Members who are attracted to particular members






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






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






9. 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.






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






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






12. 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!)






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






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






15. 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






16. Members who are attracted to the group






17. 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






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






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






20. What you really care about - wants needs etc






21. Your Best Alternative To a Negotiated Agreement






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






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






24. Expand the amount of available resources






25. The strenght of positive relations within a team






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






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






29. '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






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






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






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






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






34. 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






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






36. Based on intuition and emotion






37. 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






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






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






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






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






42. Brainstorming - electronic brainstorming - surveys






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






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






45. 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






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






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






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






49. Form of hypothesis testing - or trial and error






50. 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