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. Making projections about future outcomes






2. 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)






3. What can i do if i walk away without agreement? which is best






4. reliability - mutual acceptance - emotions






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






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






7. Means by which people influence others






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






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






10. 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






11. Out of the box thinking






12. See invalid correlations between events






13. Based on rational and deliberate thoughts






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






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






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






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






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






20. Members who are attracted to the group






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






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






23. 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.






24. Working less hard in a group






25. The process of drawing logical conclusions






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






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






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






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






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






31. 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.






32. What you say you want - your solution






33. 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.






34. Based on intuition and emotion






35. One that calls into question anothers character






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






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






38. Based on consistency of behvior






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






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






41. What you really care about - wants needs etc






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






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. 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






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






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






47. Proceed towards one answer






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






49. The strenght of positive relations within a team






50. Expand the amount of available resources