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. Out of the box thinking






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






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






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






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






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






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






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






9. What you say you want - your solution






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






11. 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






12. Proceed towards one answer






13. Members who are attracted to particular members






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






15. Making concessions on issues before they are even requested






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






17. One that calls into question anothers character






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






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






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






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






22. '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






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






24. Coalitions can form among parties - Natural Coalitions:allies share a broad range of common interests - there are likely to be frequent allies - single-issue coalitions:Parties difffer on other issues unite on singe issue - might be Strange Bedfellow






25. The strenght of positive relations within a team






26. 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.






27. Working less hard in a group






28. See invalid correlations between events






29. Members who are attracted to the group






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






31. 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






32. 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.






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






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






35. Brainstorming - electronic brainstorming - surveys






36. Expand the amount of available resources






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






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






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






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






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






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






43. 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






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






45. Clients are treated like partners






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






47. Making projections about future outcomes






48. Unable to acces knowledge when we need it






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






50. Working harder in a group