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






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






4. What you really care about - wants needs etc






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






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






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






8. 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.






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






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






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






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






13. Your Best Alternative To a Negotiated Agreement






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






15. 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!)






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






17. Members who are attracted to the group






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






19. Based on intuition and emotion






20. 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






21. Out of the box thinking






22. Tendency for people in group negotiations to underestimate the number of feasible options






23. Making concessions on issues before they are even requested






24. reliability - mutual acceptance - emotions






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






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






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






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






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






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






31. What you say you want - your solution






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






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






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






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






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






37. Making projections about future outcomes






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






39. The strenght of positive relations within a team






40. See invalid correlations between events






41. Form of hypothesis testing - or trial and error






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






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






44. 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.






45. 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






46. 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






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






48. Expand the amount of available resources






49. 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)






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