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






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






3. Based on consistency of behvior






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






5. 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






6. The union of both parties issue sets






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






8. 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






9. See invalid correlations between events






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






11. 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






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






14. Based on intuition and emotion






15. What you really care about - wants needs etc






16. Based on rational and deliberate thoughts






17. '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






18. One that calls into question anothers character






19. reliability - mutual acceptance - emotions






20. Your Best Alternative To a Negotiated Agreement






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






22. Means by which people influence others






23. Out of the box thinking






24. Members who are attracted to the group






25. Clients are treated like partners






26. The process of drawing logical conclusions






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






28. Working harder in a group






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






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






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






32. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions






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






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






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






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






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






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






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






40. Members who are attracted to particular members






41. Expand the amount of available resources






42. The strenght of positive relations within a team






43. 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.






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






45. 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






46. 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)






47. 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






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






49. Brainstorming - electronic brainstorming - surveys






50. Form of hypothesis testing - or trial and error