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 process of drawing logical conclusions






2. 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!)






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






5. 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.






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






7. 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






8. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation






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






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






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






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






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






14. Out of the box thinking






15. 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.






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






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






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






19. Members who are attracted to particular members






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






21. Clients are treated like partners






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






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






24. Working less hard in a group






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






26. Members who are attracted to the group






27. 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






28. 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






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






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






31. 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






32. Working harder in a group






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






34. Your Best Alternative To a Negotiated Agreement






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






37. See invalid correlations between events






38. 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






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






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






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






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






43. Expand the amount of available resources






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






45. One that calls into question anothers character






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






47. Proceed towards one answer






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. Making concessions on issues before they are even requested






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