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






2. Working harder in a group






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






4. Based on intuition and emotion






5. Your Best Alternative To a Negotiated Agreement






6. What you really care about - wants needs etc






7. 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.






8. Making concessions on issues before they are even requested






9. The ability to change a losing coalition into winning coalition






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






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






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






13. Brainstorming - electronic brainstorming - surveys






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






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






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






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






19. 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






20. Members who are attracted to the group






21. '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






22. 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.






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






24. The strenght of positive relations within a team






25. Means by which people influence others






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






27. reliability - mutual acceptance - emotions






28. 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






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






30. Often - a consumer is willing to pay more for the identical product or service sold at a swank specialty shop than at discount store. There is a tendency to assign a greater value to the quality of the transaction over the actual intrinsic worth of a






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






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






33. 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






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






35. 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






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






37. 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






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






39. 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






40. 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






41. Based on rational and deliberate thoughts






42. 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






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






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






45. The union of both parties issue sets






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






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






48. Unable to acces knowledge when we need it






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






50. Working less hard in a group