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. 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.






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






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






4. Based on intuition and emotion






5. '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






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






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






8. Proceed towards one answer






9. 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






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






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






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






13. 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.






14. Clients are treated like partners






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






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






17. 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.






18. Members who are attracted to particular members






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






20. 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






21. The union of both parties issue sets






22. Based on rational and deliberate thoughts






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






24. 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






25. 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






26. 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)






27. Working less hard in a group






28. Out of the box thinking






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






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






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






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






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






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






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






36. 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






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






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






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






40. Means by which people influence others






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






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






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






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






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






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






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






48. 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






49. 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






50. Members who are attracted to the group