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






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






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






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






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






6. Means by which people influence others






7. Members who are attracted to the group






8. Unable to acces knowledge when we need it






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






10. Proceed towards one answer






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






12. Working less hard in a group






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






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






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






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






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






18. See invalid correlations between events






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






20. Out of the box thinking






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






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






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






24. Members who are attracted to particular members






25. Based on intuition and emotion






26. Expand the amount of available resources






27. The strenght of positive relations within a team






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






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. What you really care about - wants needs etc






31. 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






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






33. 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.






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






35. 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






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






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






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






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






40. '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






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






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






43. What you say you want - your solution






44. 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






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






46. 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.






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






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






49. Making concessions on issues before they are even requested






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







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Can you answer 50 questions in 15 minutes?


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