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. The ability to change a losing coalition into winning coalition






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






3. Proceed towards one answer






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






5. 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






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






7. 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






8. Your Best Alternative To a Negotiated Agreement






9. 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






10. The union of both parties issue sets






11. Out of the box thinking






12. Expand the amount of available resources






13. Means by which people influence others






14. One that calls into question anothers character






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






16. 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.






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






18. What you say you want - your solution






19. Members who are attracted to particular members






20. Making projections about future outcomes






21. 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






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






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






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






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






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






27. Working harder in a group






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






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






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






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






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






33. 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






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






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






36. 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






37. 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!)






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






39. See invalid correlations between events






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






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






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






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






44. The process of drawing logical conclusions






45. Making concessions on issues before they are even requested






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






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






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






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






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