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






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






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






4. What you say you want - your solution






5. Means by which people influence others






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






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






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






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






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






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






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






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






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






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






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






17. Based on consistency of behvior






18. 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






19. 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






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






21. reliability - mutual acceptance - emotions






22. What you really care about - wants needs etc






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






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






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






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






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






28. 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






29. Making concessions on issues before they are even requested






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






31. Based on intuition and emotion






32. The process of drawing logical conclusions






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






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






35. The strenght of positive relations within a team






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






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






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






39. Out of the box thinking






40. 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






41. Working less hard in a group






42. See invalid correlations between events






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






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






45. 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!)






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






47. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests






48. Expand the amount of available resources






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






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