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. 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






2. Unable to acces knowledge when we need it






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. Out of the box thinking






5. 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






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






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






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






9. 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






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






11. 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.






12. Making projections about future outcomes






13. Members who are attracted to particular members






14. The strenght of positive relations within a team






15. Your Best Alternative To a Negotiated Agreement






16. 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






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






18. Expand the amount of available resources






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






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






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






22. 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)






23. The union of both parties issue sets






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






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






26. 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






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






28. Members who are attracted to the group






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






30. Making concessions on issues before they are even requested






31. 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!)






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






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






34. Form of hypothesis testing - or trial and error






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






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






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






38. Based on rational and deliberate thoughts






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






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






41. Working less hard in a group






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






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






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






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






46. One that calls into question anothers character






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






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






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






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