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






2. Means by which people influence others






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






4. 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.






5. The strenght of positive relations within a team






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






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






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






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






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






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






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






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






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






15. '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






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






17. Clients are treated like partners






18. 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






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






20. 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






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






22. The worst agreement you're willing to accept ('walk-away')






23. Brainstorming - electronic brainstorming - surveys






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






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






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. 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)






28. See invalid correlations between events






29. 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






30. Members who are attracted to particular members






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






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






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






34. 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.






35. 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.






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






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






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






39. reliability - mutual acceptance - emotions






40. 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!)






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






42. What you really care about - wants needs etc






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






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






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






46. Making projections about future outcomes






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






48. 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






49. Working harder in a group






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