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. 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






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






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






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






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






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






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






8. Working harder in a group






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






10. 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






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






12. What you really care about - wants needs etc






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






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






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






16. One that calls into question anothers character






17. Your Best Alternative To a Negotiated Agreement






18. Out of the box thinking






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






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






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






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






23. Clients are treated like partners






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






25. Making concessions on issues before they are even requested






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






27. 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!)






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






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






30. reliability - mutual acceptance - emotions






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






32. Based on intuition and emotion






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






34. Members who are attracted to particular members






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. Based on consistency of behvior






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






38. 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






39. 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






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






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






42. The process of drawing logical conclusions






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






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






45. 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.






46. Members who are attracted to the group






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






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






49. Means by which people influence others






50. Form of hypothesis testing - or trial and error