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. Unable to acces knowledge when we need it






2. 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






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






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. Members who are attracted to particular members






6. Working less hard in a group






7. The strenght of positive relations within a team






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






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






10. Working harder in a group






11. Based on intuition and emotion






12. '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






13. Making concessions on issues before they are even requested






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






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






16. Proceed towards one answer






17. What you say you want - your solution






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






19. Expand the amount of available resources






20. 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






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






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






23. Tendency for people in group negotiations to underestimate the number of feasible options






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






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






26. Based on rational and deliberate thoughts






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






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






29. 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.






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






31. 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)






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






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






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






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






36. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)






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






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






39. 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!)






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






41. Based on consistency of behvior






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






43. 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.






44. The process of drawing logical conclusions






45. 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






46. 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






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






48. 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.






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






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