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






2. One that calls into question anothers character






3. 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






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






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






6. reliability - mutual acceptance - emotions






7. 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.






8. Based on consistency of behvior






9. '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






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






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






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






13. 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






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






15. Expand the amount of available resources






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






17. 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






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






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






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






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






23. Members who are attracted to particular members






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






25. 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.






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






27. Making projections about future outcomes






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






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






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






31. Based on rational and deliberate thoughts






32. Unable to acces knowledge when we need it






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






34. 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






35. Working harder in a group






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






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






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






39. 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






40. Members who are attracted to the group






41. Making concessions on issues before they are even requested






42. Working less hard in a group






43. 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!)






44. The union of both parties issue sets






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






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






47. 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






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






49. What you really care about - wants needs etc






50. Someone who realizes both that the pie can be expanded and who does not forget to claim resources