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. Zone Of Possible Aggreements defined by range between parties' reservation prices






2. Your Best Alternative To a Negotiated Agreement






3. 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






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






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






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






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






8. The process of drawing logical conclusions






9. 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






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






11. Goals and interests related to: Gain - relationship - identity - process






12. 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






13. Making projections about future outcomes






14. 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






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






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






17. 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.






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






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






20. 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






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






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






23. What you really care about - wants needs etc






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






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






26. 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






27. Brainstorming - electronic brainstorming - surveys






28. '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






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






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






31. Means by which people influence others






32. Based on rational and deliberate thoughts






33. 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!)






34. reliability - mutual acceptance - emotions






35. Making concessions on issues before they are even requested






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






37. Form of hypothesis testing - or trial and error






38. Members who are attracted to particular members






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






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






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






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. Listening actively and empathetically to whatever the other party says






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






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






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






47. Clients are treated like partners






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






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