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. 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






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






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






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






6. 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






7. Based on consistency of behvior






8. The strenght of positive relations within a team






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






10. What you really care about - wants needs etc






11. 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.






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






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






14. What you say you want - your solution






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






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






17. 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






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






19. Making concessions on issues before they are even requested






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






21. Brainstorming - electronic brainstorming - surveys






22. The process of drawing logical conclusions






23. 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)






24. 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.






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






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






27. 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






28. See invalid correlations between events






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






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






31. Proceed towards one answer






32. 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!)






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






34. The union of both parties issue sets






35. 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






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






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






38. Members who are attracted to the group






39. Expand the amount of available resources






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






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






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






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






44. 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






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






46. Based on intuition and emotion






47. Members who are attracted to particular members






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






49. One that calls into question anothers character






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