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






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






3. 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)






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






5. 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






6. 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






7. Form of hypothesis testing - or trial and error






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






9. The process of drawing logical conclusions






10. 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






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






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






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






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






15. Out of the box thinking






16. 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






17. 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






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






19. 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.






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






21. 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






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






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






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






25. Making projections about future outcomes






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






27. What you really care about - wants needs etc






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






29. 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






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






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






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






33. 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.






34. Making concessions on issues before they are even requested






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






36. Based on intuition and emotion






37. Working harder in a group






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






39. Expand the amount of available resources






40. 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.






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






42. reliability - mutual acceptance - emotions






43. What you say you want - your solution






44. The strenght of positive relations within a team






45. Means by which people influence others






46. 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






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






48. See invalid correlations between events






49. Based on consistency of behvior






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