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. '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






2. Working harder in a group






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






4. Form of hypothesis testing - or trial and error






5. Unable to acces knowledge when we need it






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






7. 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






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






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






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






11. Proceed towards one answer






12. 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!)






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






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






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






16. Making concessions on issues before they are even requested






17. See invalid correlations between events






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






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






20. 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






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






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






23. Means by which people influence others






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






25. Based on intuition and emotion






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






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






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






29. Skilled negotiators used fewer reasons to back up each of his/her arguments only moving to subsidiary reasons only if main reason began to wither.






30. One that calls into question anothers character






31. 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






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






33. Out of the box thinking






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






35. The union of both parties issue sets






36. Expand the amount of available resources






37. 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






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






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






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






41. Brainstorming - electronic brainstorming - surveys






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






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






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






45. reliability - mutual acceptance - emotions






46. 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






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






48. 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.






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






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