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






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






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






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






5. Members who are attracted to the group






6. 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.






7. '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






8. Proceed towards one answer






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






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






11. 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






12. What you say you want - your solution






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






14. 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






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






16. Brainstorming - electronic brainstorming - surveys






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






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






19. 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!)






20. The process of drawing logical conclusions






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






22. reliability - mutual acceptance - emotions






23. Members who are attracted to particular members






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






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






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






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






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






29. 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)






30. 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.






31. Unable to acces knowledge when we need it






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






33. 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






34. Making projections about future outcomes






35. The strenght of positive relations within a team






36. 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






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






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






39. 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.






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






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






42. 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






43. Out of the box thinking






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






45. Based on consistency of behvior






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






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






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






49. 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






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