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. One that calls into question anothers character






2. Based on consistency of behvior






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






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






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






6. 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






7. Members who are attracted to particular members






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






9. 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






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






11. 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!)






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






13. reliability - mutual acceptance - emotions






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






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






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






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






18. 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.






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






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






21. Making concessions on issues before they are even requested






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






23. 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






24. The strenght of positive relations within a team






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






26. 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






27. Expand the amount of available resources






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






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






30. Brainstorming - electronic brainstorming - surveys






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






32. 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)






33. 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






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






35. Making projections about future outcomes






36. 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.






37. 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






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






39. Unable to acces knowledge when we need it






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






41. 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






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






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






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






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






46. See invalid correlations between events






47. What you really care about - wants needs etc






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






49. 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.






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