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. Based on intuition and emotion






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






4. 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.






5. What you say you want - your solution






6. Clients are treated like partners






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






8. 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






9. 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.






10. 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






11. 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






12. Form of hypothesis testing - or trial and error






13. 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






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






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






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






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






18. What you really care about - wants needs etc






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






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






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






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






23. 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






24. 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






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






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






27. Unable to acces knowledge when we need it






28. 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.






29. Making concessions on issues before they are even requested






30. Working less hard in a group






31. Working harder in a group






32. 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






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






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






35. 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






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






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






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






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






40. One that calls into question anothers character






41. Based on consistency of behvior






42. Brainstorming - electronic brainstorming - surveys






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






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






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






46. The strenght of positive relations within a team






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






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






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






50. Proceed towards one answer