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. 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.






2. reliability - mutual acceptance - emotions






3. Your Best Alternative To a Negotiated Agreement






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






5. Working harder in a group






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






7. Clients are treated like partners






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






9. Form of hypothesis testing - or trial and error






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






11. Members who are attracted to the group






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






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






14. Means by which people influence others






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






16. 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






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






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






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






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






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






22. Out of the box thinking






23. Brainstorming - electronic brainstorming - surveys






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






25. 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.






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






27. 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






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






29. The strenght of positive relations within a team






30. What you really care about - wants needs etc






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






32. One that calls into question anothers character






33. 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






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






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






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






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






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






39. See invalid correlations between events






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






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






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






43. 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






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






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






46. Members who are attracted to particular members






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






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






49. What you say you want - your solution






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