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. When a problem solver bases a strategy on familiar methods






2. 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






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






4. Making projections about future outcomes






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






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






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






8. 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






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






10. Members who are attracted to particular members






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






12. The union of both parties issue sets






13. 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.






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. If we reach agreement - we commit to some option






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






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






18. Expand the amount of available resources






19. What you really care about - wants needs etc






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






21. Form of hypothesis testing - or trial and error






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






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






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






25. Working less hard in a group






26. Making concessions on issues before they are even requested






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






28. 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






29. 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






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






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






32. Out of the box thinking






33. Brainstorming - electronic brainstorming - surveys






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






35. 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






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






37. Your Best Alternative To a Negotiated Agreement






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






39. 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)






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






41. The process of drawing logical conclusions






42. 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






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






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






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






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






47. See invalid correlations between events






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






49. Based on rational and deliberate thoughts






50. 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