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






2. 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!)






3. Making projections about future outcomes






4. Based on rational and deliberate thoughts






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






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






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






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






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






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






12. Form of hypothesis testing - or trial and error






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






14. The process of drawing logical conclusions






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






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






17. Members who are attracted to the group






18. Members who are attracted to particular members






19. What you say you want - your solution






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






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






22. 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.






23. 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






24. 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






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






26. The union of both parties issue sets






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






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






29. One that calls into question anothers character






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






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






32. Tendency for people in group negotiations to underestimate the number of feasible options






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






34. 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






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






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






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






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






40. Do not be disclosing - Learn interests - BATNA - etc. of other side - Establishing an anchor - Offering concessions grudgingly - Presenting deadlines to create urgency - Offering multiple proposals to provide option - Signal interest in closing the d






41. 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.






42. What you really care about - wants needs etc






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






44. Means by which people influence others






45. 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






46. 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






47. Brainstorming - electronic brainstorming - surveys






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






49. 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






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






Can you answer 50 questions in 15 minutes?



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