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






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. Working harder in a group






4. 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






5. Based on rational and deliberate thoughts






6. 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.






7. '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






8. 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






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






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






11. Based on intuition and emotion






12. reliability - mutual acceptance - emotions






13. Means by which people influence others






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






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






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. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation






18. 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






19. 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)






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






21. Brainstorming - electronic brainstorming - surveys






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






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






24. 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






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






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






27. Your Best Alternative To a Negotiated Agreement






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






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






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






31. 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






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






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






34. Based on consistency of behvior






35. 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






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






37. Form of hypothesis testing - or trial and error






38. 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.






39. 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.






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






41. Out of the box thinking






42. Goals and interests related to: Gain - relationship - identity - process






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






44. One that calls into question anothers character






45. Proceed towards one answer






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






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






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






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






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