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






2. Working harder in a group






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






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






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






6. Working less hard in a group






7. Unable to acces knowledge when we need it






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






9. Brainstorming - electronic brainstorming - surveys






10. The strenght of positive relations within a team






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






12. The union of both parties issue sets






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






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






15. See invalid correlations between events






16. The process of drawing logical conclusions






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






18. Your Best Alternative To a Negotiated Agreement






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






20. Based on consistency of behvior






21. '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






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






23. Based on intuition and emotion






24. 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






25. 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!)






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






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






28. 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






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






31. 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.






32. 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






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






34. 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






35. 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)






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






37. 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






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






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






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






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






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






43. Members who are attracted to the group






44. 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






45. What you really care about - wants needs etc






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






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






48. One that calls into question anothers character






49. 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






50. Making projections about future outcomes