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. One that calls into question anothers character






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






3. The union of both parties issue sets






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






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






6. 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.






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






8. 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.






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






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






11. Form of hypothesis testing - or trial and error






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






13. Proceed towards one answer






14. Out of the box thinking






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






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






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






18. Members who are attracted to the group






19. 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






20. When a problem solver bases a strategy on familiar methods






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






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






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






24. Brainstorming - electronic brainstorming - surveys






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






26. Clients are treated like partners






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






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






29. 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.






30. The process of drawing logical conclusions






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






32. What you really care about - wants needs etc






33. What you say you want - your solution






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






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






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






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






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






39. Members who are attracted to particular members






40. People tend to base behavior on readily understood terms such as percentages. Exp All other things being equal ( quality of product - the store - service - etc)more people are willing to suffer the same inconveniences to save $30 on a $70 item than t






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






42. Your Best Alternative To a Negotiated Agreement






43. 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






44. See invalid correlations between events






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






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






47. 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






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






49. 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!)






50. The strenght of positive relations within a team