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






2. 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






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






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






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






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






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






9. Based on consistency of behvior






10. See invalid correlations between events






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






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






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






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






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






16. Proceed towards one answer






17. 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)






18. 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






19. Form of hypothesis testing - or trial and error






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






21. 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






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






23. Making concessions on issues before they are even requested






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






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






26. Clients are treated like partners






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






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






29. Members who are attracted to particular members






30. Working less hard in a group






31. One that calls into question anothers character






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






33. 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






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






35. Working harder in a group






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






37. The strenght of positive relations within a team






38. Based on intuition and emotion






39. Out of the box thinking






40. Unable to acces knowledge when we need it






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






42. What you say you want - your solution






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






44. reliability - mutual acceptance - emotions






45. 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






46. 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






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






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






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






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