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. 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.






2. One that calls into question anothers character






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






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






5. Proceed towards one answer






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






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






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






9. 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






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






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






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






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






14. 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!)






15. 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






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






17. Expand the amount of available resources






18. 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






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






20. Based on consistency of behvior






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






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






23. Making concessions on issues before they are even requested






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






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






26. Working harder in a group






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






28. 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.






29. Your Best Alternative To a Negotiated Agreement






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






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






32. Working less hard in a group






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






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






35. Clients are treated like partners






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






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






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






39. Out of the box thinking






40. 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






41. 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






42. 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






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






44. Based on rational and deliberate thoughts






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






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






47. Form of hypothesis testing - or trial and error






48. Based on intuition and emotion






49. Members who are attracted to the group






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