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






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






4. Clients are treated like partners






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






6. The union of both parties issue sets






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






8. Making projections about future outcomes






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. Means by which people influence others






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






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






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






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






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






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






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






18. reliability - mutual acceptance - emotions






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






20. See invalid correlations between events






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






22. Based on consistency of behvior






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






24. Out of the box thinking






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






26. What you say you want - your solution






27. 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!)






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






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. Members who are attracted to the group






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






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






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






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






35. 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






36. 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






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






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






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






40. '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






41. 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






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






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






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






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






46. Form of hypothesis testing - or trial and error






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






48. What you really care about - wants needs etc






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






50. Your Best Alternative To a Negotiated Agreement