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. reliability - mutual acceptance - emotions






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






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






4. Means by which people influence others






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






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






7. 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)






8. Brainstorming - electronic brainstorming - surveys






9. Clients are treated like partners






10. Proceed towards one answer






11. 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.






12. 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.






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






14. The process of drawing logical conclusions






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






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






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






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






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






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






21. 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






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






23. Working less hard in a group






24. Members who are attracted to the group






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






26. What you say you want - your solution






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






28. Unable to acces knowledge when we need it






29. 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






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






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






32. One that calls into question anothers character






33. Based on rational and deliberate thoughts






34. 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






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






36. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)






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






38. Working harder in a group






39. Someone who realizes both that the pie can be expanded and who does not forget to claim resources






40. Expand the amount of available resources






41. Based on intuition and emotion






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






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






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






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






46. Members who are attracted to particular members






47. The strenght of positive relations within a team






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






49. 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






50. See invalid correlations between events