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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. 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






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






3. 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.






4. Based on intuition and emotion






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






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






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






8. Clients are treated like partners






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






10. See invalid correlations between events






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






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






13. 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






14. What you really care about - wants needs etc






15. What you say you want - your solution






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






17. reliability - mutual acceptance - emotions






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






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






20. Members who are attracted to the group






21. Based on rational and deliberate thoughts






22. Your Best Alternative To a Negotiated Agreement






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






24. 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






25. Based on consistency of behvior






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






27. Brainstorming - electronic brainstorming - surveys






28. Proceed towards one answer






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






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






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






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






33. Working harder in a group






34. 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






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






36. Possible agreements or part of agreemenrrs that you might reach with your negotiation party






37. Expand the amount of available resources






38. The union of both parties issue sets






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






40. One that calls into question anothers character






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






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






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






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






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






46. The process of drawing logical conclusions






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






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






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. '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






Can you answer 50 questions in 15 minutes?



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