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






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






3. '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






4. What you really care about - wants needs etc






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






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






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






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






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






10. The process of drawing logical conclusions






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






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






13. 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






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






15. 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






16. Making concessions on issues before they are even requested






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






18. 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






19. The union of both parties issue sets






20. 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






21. 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.






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






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






24. 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)






25. 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






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






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






28. 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.






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






30. 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






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






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






33. Members who are attracted to the group






34. One that calls into question anothers character






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






36. Clients are treated like partners






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






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






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






40. Expand the amount of available resources






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






42. Proceed towards one answer






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






44. 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






45. Out of the box thinking






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






47. Based on rational and deliberate thoughts






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






49. What you say you want - your solution






50. Working harder in a group