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. Brainstorming - electronic brainstorming - surveys






2. See invalid correlations between events






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






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






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






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






7. One that calls into question anothers character






8. Based on intuition and emotion






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






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






11. 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!)






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






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






14. Based on rational and deliberate thoughts






15. Unable to acces knowledge when we need it






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






17. The union of both parties issue sets






18. Based on consistency of behvior






19. Means by which people influence others






20. '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






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






22. The process of drawing logical conclusions






23. What you say you want - your solution






24. Making projections about future outcomes






25. 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






26. Form of hypothesis testing - or trial and error






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






28. Members who are attracted to the group






29. Your Best Alternative To a Negotiated Agreement






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






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






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






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






34. Clients are treated like partners






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






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






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






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






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






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






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






43. Working less hard in a group






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






45. Proceed towards one answer






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






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






48. 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






49. Working harder in a group






50. 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