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






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






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






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






5. Your Best Alternative To a Negotiated Agreement






6. reliability - mutual acceptance - emotions






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






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






9. What you really care about - wants needs etc






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






11. '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






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






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






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






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






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






17. See invalid correlations between events






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






19. What you say you want - your solution






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






21. The strenght of positive relations within a team






22. Working harder in a group






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






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






25. 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






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






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






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






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






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






32. The union of both parties issue sets






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






34. Based on intuition and emotion






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






36. 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.






37. Clients are treated like partners






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






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






40. Form of hypothesis testing - or trial and error






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






42. 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.






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






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






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






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






47. The process of drawing logical conclusions






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






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






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