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






3. Your Best Alternative To a Negotiated Agreement






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






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






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






7. 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






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






9. Based on rational and deliberate thoughts






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






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






12. The strenght of positive relations within a team






13. Based on intuition and emotion






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






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






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






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






18. Based on consistency of behvior






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






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






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






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






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






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






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






26. What you say you want - your solution






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






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






29. 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!)






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






31. Unable to acces knowledge when we need it






32. 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.






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






34. One that calls into question anothers character






35. Members who are attracted to particular members






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






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






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






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






40. Clients are treated like partners






41. The union of both parties issue sets






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






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






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






45. 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)






46. What you really care about - wants needs etc






47. 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






48. Making projections about future outcomes






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






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






Can you answer 50 questions in 15 minutes?



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