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. 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.






2. The process of drawing logical conclusions






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






4. Brainstorming - electronic brainstorming - surveys






5. One that calls into question anothers character






6. reliability - mutual acceptance - emotions






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






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






9. Based on intuition and emotion






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






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






12. Unable to acces knowledge when we need it






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






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






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






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






17. The union of both parties issue sets






18. Members who are attracted to the group






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






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






21. What you really care about - wants needs etc






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






23. Out of the box thinking






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






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






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






27. The strenght of positive relations within a team






28. 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.






29. 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






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






31. Proceed towards one answer






32. 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






33. 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






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






35. Working harder in a group






36. Expand the amount of available resources






37. 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






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






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






40. Based on rational and deliberate thoughts






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






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






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






44. Means by which people influence others






45. 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)






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






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






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






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






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