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. Making projections about future outcomes






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






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






4. Making concessions on issues before they are even requested






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






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






7. '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






8. The process of drawing logical conclusions






9. 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)






10. Clients are treated like partners






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






12. Expand the amount of available resources






13. 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






14. Unable to acces knowledge when we need it






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






16. The strenght of positive relations within a team






17. The union of both parties issue sets






18. Working harder in a group






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






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






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






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






23. 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!)






24. Define problem which will be acceptable to both sides - state problem with an eye toward practicality and comprehensiveness - state problem and id the obstacles in obtaining it - don't make the problem personal - separate the problem definition from






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






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






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






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






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






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






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






32. One that calls into question anothers character






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






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






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






36. 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






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






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






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






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






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






42. 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






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






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






45. 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.






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






47. Based on consistency of behvior






48. See invalid correlations between events






49. Based on intuition and emotion






50. Brainstorming - electronic brainstorming - surveys