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. 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.






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






3. 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






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






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






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






7. Working harder in a group






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






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






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






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






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






13. Tendency for people in group negotiations to underestimate the number of feasible options






14. Making projections about future outcomes






15. 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






16. 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






17. Working less hard in a group






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






19. 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






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






21. The strenght of positive relations within a team






22. 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






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






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






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






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






27. 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!)






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






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






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






31. Making concessions on issues before they are even requested






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






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






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






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






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






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. The union of both parties issue sets






39. 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.






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






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






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






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






44. Brainstorming - electronic brainstorming - surveys






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






46. Means by which people influence others






47. 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.






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






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






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