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






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






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






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






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






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






7. 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






8. 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






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






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






11. What you say you want - your solution






12. Means by which people influence others






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






14. Members who are attracted to particular members






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






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






17. 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.






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






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






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






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






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






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






24. Out of the box thinking






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






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






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






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






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






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






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






32. 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






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






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






35. 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.






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






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






38. Expand the amount of available resources






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






40. Based on intuition and emotion






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






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






43. Based on rational and deliberate thoughts






44. 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






45. '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






46. Brainstorming - electronic brainstorming - surveys






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






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






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. 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