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. Listening actively and empathetically to whatever the other party says






2. 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






3. 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






4. 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






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






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






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






8. '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






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






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






11. Members who are attracted to the group






12. The strenght of positive relations within a team






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






14. Based on consistency of behvior






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






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






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






18. Out of the box thinking






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






20. What you say you want - your solution






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






22. reliability - mutual acceptance - emotions






23. Working less hard in a group






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






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






26. Based on intuition and emotion






27. Brainstorming - electronic brainstorming - surveys






28. 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!)






29. What you really care about - wants needs etc






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






31. Expand the amount of available resources






32. One that calls into question anothers character






33. Making concessions on issues before they are even requested






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






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






36. Form of hypothesis testing - or trial and error






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






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






39. Based on rational and deliberate thoughts






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






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






42. Members who are attracted to particular members






43. Clients are treated like partners






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






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. Making projections about future outcomes






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






48. 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






49. 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






50. 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.