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. Based on intuition and emotion






2. One that calls into question anothers character






3. Based on consistency of behvior






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






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






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






7. See invalid correlations between events






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






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






10. Clients are treated like partners






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






12. Form of hypothesis testing - or trial and error






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






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






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






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






17. Unable to acces knowledge when we need it






18. 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






19. 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






20. Working less hard in a group






21. 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






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






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






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






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






26. Making projections about future outcomes






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






28. 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






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






30. The union of both parties issue sets






31. Define problem which will be acceptable to both sides - state problem with an eye toward practicality and comprehensiveness - state problem and id the obstacles in obtaining it - don't make the problem personal - separate the problem definition from






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






33. We feel obligated to return in kind what others have offered or given us






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






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






36. 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






37. Based on rational and deliberate thoughts






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






39. Making concessions on issues before they are even requested






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






41. Your Best Alternative To a Negotiated Agreement






42. The process of drawing logical conclusions






43. 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!)






44. The strenght of positive relations within a team






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






46. What you really care about - wants needs etc






47. Proceed towards one answer






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






49. Expand the amount of available resources






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