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






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






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






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






5. Proceed towards one answer






6. Based on consistency of behvior






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






8. See invalid correlations between events






9. Based on rational and deliberate thoughts






10. Expand the amount of available resources






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






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






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. Basic human motive concerning preservation of the self versus collective






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






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






17. reliability - mutual acceptance - emotions






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






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






20. 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






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






22. The union of both parties issue sets






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






24. 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!)






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






26. Making projections about future outcomes






27. 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






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






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






31. Members who are attracted to the group






32. '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






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






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






35. Out of the box thinking






36. 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)






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






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






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






40. What you say you want - your solution






41. 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






42. 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






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






44. 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






45. Working harder in a group






46. Making concessions on issues before they are even requested






47. Based on intuition and emotion






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






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






50. The process of drawing logical conclusions