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






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






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






4. Proceed towards one answer






5. 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.






6. Working harder in a group






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






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






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






10. 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






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






12. Your Best Alternative To a Negotiated Agreement






13. Based on rational and deliberate thoughts






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






15. reliability - mutual acceptance - emotions






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






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






18. The strenght of positive relations within a team






19. What you really care about - wants needs etc






20. Means by which people influence others






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






22. What you say you want - your solution






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






24. 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!)






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






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






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






28. 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)






29. Based on consistency of behvior






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






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






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






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






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






36. Members who are attracted to particular members






37. 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






38. Brainstorming - electronic brainstorming - surveys






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






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






41. Form of hypothesis testing - or trial and error






42. Clients are treated like partners






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






44. Someone who is too concerned with win-win negotiations they forget to claim resources






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






46. 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






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






48. 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






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






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