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. Working harder in a group






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






3. 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.






4. The process of drawing logical conclusions






5. 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






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






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






8. Grounded in complete empathy with another persons desires and intentions






9. What you really care about - wants needs etc






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






11. One that calls into question anothers character






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. Working less hard in a group






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






15. 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






16. reliability - mutual acceptance - emotions






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






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






19. See invalid correlations between events






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






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






22. 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






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






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






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






26. Implemented over time in different phases - each phase has own promises and dealings - early phases: become familiar with other's Negotiation Style - Build Trust - Monitor Other party to ensure follow through - Walk away from Disconcerting negotiati






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






28. 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






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






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






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






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






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






34. Expand the amount of available resources






35. What you say you want - your solution






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






37. 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






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






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






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






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






42. 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.






43. Unable to acces knowledge when we need it






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






45. The union of both parties issue sets






46. Members who are attracted to particular members






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






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






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






50. 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.