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. The derivation of group preference from individual preference is indeterminate






2. 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






3. Clients are treated like partners






4. Means by which people influence others






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






6. Based on consistency of behvior






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






8. 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






9. The process of drawing logical conclusions






10. Making projections about future outcomes






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






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






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






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






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






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






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






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






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






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






21. 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






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






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






24. Out of the box thinking






25. One that calls into question anothers character






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






27. Based on rational and deliberate thoughts






28. 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






29. Members who are attracted to particular members






30. 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






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






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






33. Expand the amount of available resources






34. 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






35. 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






36. The union of both parties issue sets






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






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






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






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






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






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






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






44. '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






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






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






47. 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)






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






49. 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






50. Members who are attracted to the group