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






2. 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)






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






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






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






6. Working less hard in a group






7. Unable to acces knowledge when we need it






8. What you say you want - your solution






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






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






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






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






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






14. Based on intuition and emotion






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






16. Out of the box thinking






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






18. Your Best Alternative To a Negotiated Agreement






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






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






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






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






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






24. What you really care about - wants needs etc






25. '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






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






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






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






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






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






31. 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






32. 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






33. 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






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






35. reliability - mutual acceptance - emotions






36. Making projections about future outcomes






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






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






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






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






42. Members who are attracted to particular members






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






44. Brainstorming - electronic brainstorming - surveys






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






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






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






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






49. 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






50. Expand the amount of available resources