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. Based on consistency of behvior






2. 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.






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






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






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






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






7. Based on intuition and emotion






8. 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






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






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






11. 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






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






13. 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)






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






15. Out of the box thinking






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






17. '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






18. Based on rational and deliberate thoughts






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






20. 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






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






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






23. See invalid correlations between events






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






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






26. 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






27. Unable to acces knowledge when we need it






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






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






30. Your Best Alternative To a Negotiated Agreement






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






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






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






34. Members who are attracted to the group






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






36. The strenght of positive relations within a team






37. Form of hypothesis testing - or trial and error






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






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






40. 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






41. 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






42. 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






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






44. Clients are treated like partners






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






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






47. Making projections about future outcomes






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






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






50. Members who are attracted to particular members