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 strenght of positive relations within a team






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






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






4. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions






5. 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






6. 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






7. Members who are attracted to particular members






8. The process of drawing logical conclusions






9. Brainstorming - electronic brainstorming - surveys






10. 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!)






11. 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






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






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






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






15. Based on intuition and emotion






16. Making projections about future outcomes






17. 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






18. Working less hard in a group






19. Making concessions on issues before they are even requested






20. The union of both parties issue sets






21. 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)






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






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






24. Expand the amount of available resources






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






26. Based on rational and deliberate thoughts






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






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






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






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






31. Clients are treated like partners






32. 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.






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






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






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






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






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






38. What you really care about - wants needs etc






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






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






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






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






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






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






45. Means by which people influence others






46. Out of the box thinking






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






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






49. Form of hypothesis testing - or trial and error






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