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. 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






2. '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






3. One that calls into question anothers character






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






5. See invalid correlations between events






6. 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






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






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






9. Based on consistency of behvior






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






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






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






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






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






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






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






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






18. 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!)






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






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






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






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






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






24. Out of the box thinking






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






26. What you really care about - wants needs etc






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






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






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






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






31. Your Best Alternative To a Negotiated Agreement






32. The process of drawing logical conclusions






33. Unable to acces knowledge when we need it






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






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






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






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






39. The strenght of positive relations within a team






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






41. Members who are attracted to the group






42. 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






43. Based on rational and deliberate thoughts






44. 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)






45. Making projections about future outcomes






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






47. Working harder in a group






48. 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






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






50. BATNA - Reservation Price - ZOPA - Value Creation through Trades