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






2. 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






3. Proceed towards one answer






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






5. 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






6. 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.






7. '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






8. Brainstorming - electronic brainstorming - surveys






9. Making concessions on issues before they are even requested






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






11. Based on rational and deliberate thoughts






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






13. See invalid correlations between events






14. Members who are attracted to the group






15. Based on intuition and emotion






16. 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






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






18. 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.






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






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






21. 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






22. 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






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






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






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






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






27. What you really care about - wants needs etc






28. Out of the box thinking






29. The strenght of positive relations within a team






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






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






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






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






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






35. Expand the amount of available resources






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






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. Working harder in a group






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






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






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






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






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






44. What you say you want - your solution






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






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






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






48. Means by which people influence others






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






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