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






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






3. Expand the amount of available resources






4. 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






5. Based on rational and deliberate thoughts






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






7. The union of both parties issue sets






8. Members who are attracted to the group






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






10. 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.






11. 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






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






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






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






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






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






17. One that calls into question anothers character






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






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






20. Working harder in a group






21. 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.






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






23. Proceed towards one answer






24. Based on consistency of behvior






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






26. Making concessions on issues before they are even requested






27. reliability - mutual acceptance - emotions






28. Out of the box thinking






29. 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)






30. 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






31. Means by which people influence others






32. 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






33. 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!)






34. Brainstorming - electronic brainstorming - surveys






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






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






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






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. Someone who is too concerned with win-win negotiations they forget to claim resources






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






42. What you say you want - your solution






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






44. 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






45. See invalid correlations between events






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






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






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






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






50. Making projections about future outcomes