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






2. Working harder in a group






3. One that calls into question anothers character






4. reliability - mutual acceptance - emotions






5. Your Best Alternative To a Negotiated Agreement






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






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






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






9. 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






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






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






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






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






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






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






16. Members who are attracted to the group






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






18. Working less hard in a group






19. Making concessions on issues before they are even requested






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






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






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






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






25. Proceed towards one answer






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






27. 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






28. Based on rational and deliberate thoughts






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






30. 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.






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






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






33. 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






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






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






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






37. 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






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






39. Members who are attracted to particular members






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






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






42. The union of both parties issue sets






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






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. Basic human motive concerning preservation of the self versus collective






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






47. Brainstorming - electronic brainstorming - surveys






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






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






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