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 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.






2. Brainstorming - electronic brainstorming - surveys






3. Means by which people influence others






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






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






7. Working harder in a group






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






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






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






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






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






13. 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






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






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






16. 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






17. Form of hypothesis testing - or trial and error






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






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






20. 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)






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






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






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






24. See invalid correlations between events






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






26. Based on intuition and emotion






27. 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






28. Making projections about future outcomes






29. The strenght of positive relations within a team






30. The process of drawing logical conclusions






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






32. One that calls into question anothers character






33. Based on rational and deliberate thoughts






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






35. Clients are treated like partners






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






37. What you say you want - your solution






38. Working less hard in a group






39. '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






40. Expand the amount of available resources






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






42. The union of both parties issue sets






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






44. Out of the box thinking






45. 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






46. What you really care about - wants needs etc






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






48. Members who are attracted to the group






49. Members who are attracted to particular members






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