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






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






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






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






5. 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.






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






7. reliability - mutual acceptance - emotions






8. Making projections about future outcomes






9. The union of both parties issue sets






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






11. 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






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






13. Brainstorming - electronic brainstorming - surveys






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






15. Working harder in a group






16. Expand the amount of available resources






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






19. What you say you want - your solution






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






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






22. Clients are treated like partners






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






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






25. Unable to acces knowledge when we need it






26. Members who are attracted to particular members






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






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






29. 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






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






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






32. Expand the pie - Logroll-finding different issues and prioritize them. End up with a highly preferred outcome - Compensation(not integrative)- agreeing to ones objectives and accommodating the others interests - cut the costs for compliance-ones obje






33. Form of hypothesis testing - or trial and error






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






35. 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.






36. 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.






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






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






39. '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






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






41. 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)






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






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






45. One that calls into question anothers character






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






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






48. Out of the box thinking






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






50. Based on rational and deliberate thoughts