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






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






3. Means by which people influence others






4. 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.






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






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






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






8. Members who are attracted to particular members






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






10. Brainstorming - electronic brainstorming - surveys






11. Working harder in a group






12. Based on intuition and emotion






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






14. Out of the box thinking






15. What you really care about - wants needs etc






16. 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






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






18. Unable to acces knowledge when we need it






19. 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






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






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. 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






23. See invalid correlations between events






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






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






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






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






28. 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.






29. Proceed towards one answer






30. '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






31. What you say you want - your solution






32. The union of both parties issue sets






33. 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






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






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






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






37. One that calls into question anothers character






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






39. reliability - mutual acceptance - emotions






40. Your Best Alternative To a Negotiated Agreement






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






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






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






44. Making concessions on issues before they are even requested






45. 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!)






46. Expand the amount of available resources






47. 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






48. Making projections about future outcomes






49. The process of drawing logical conclusions






50. 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