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






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






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






5. Proceed towards one answer






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






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






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






9. Working less hard in a group






10. '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






11. 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.






12. 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






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






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






15. Based on rational and deliberate thoughts






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






17. 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!)






18. 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)






19. Making projections about future outcomes






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






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






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






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






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






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






26. Unable to acces knowledge when we need it






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






28. Working harder in a group






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






30. reliability - mutual acceptance - emotions






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






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






33. Expand the amount of available resources






34. The strenght of positive relations within a team






35. Form of hypothesis testing - or trial and error






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






37. 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.






38. Members who are attracted to particular members






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






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






41. 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






42. Out of the box thinking






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






44. 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






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






46. See invalid correlations between events






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






48. 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






49. What you say you want - your solution






50. The union of both parties issue sets