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






2. 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






3. 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






4. 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)






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






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






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






9. Possible agreements or part of agreemenrrs that you might reach with your negotiation party






10. Based on consistency of behvior






11. Members who are attracted to the group






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






13. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)






14. 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!)






15. Based on intuition and emotion






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






17. 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.






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






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






20. Brainstorming - electronic brainstorming - surveys






21. 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






22. The process of drawing logical conclusions






23. 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.






24. Clients are treated like partners






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






26. 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






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






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






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






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






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






32. Making concessions on issues before they are even requested






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






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






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






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






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






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






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






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






41. 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






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






43. 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






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






45. 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






46. Out of the box thinking






47. Making projections about future outcomes






48. 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






49. Means by which people influence others






50. Expand the amount of available resources