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






2. Based on intuition and emotion






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






4. 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






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






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






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






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






9. 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)






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






11. 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






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






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






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






15. Your Best Alternative To a Negotiated Agreement






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






17. 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






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






19. The strenght of positive relations within a team






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






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






22. 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.






23. Based on consistency of behvior






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






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






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






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






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






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






30. 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






31. What you say you want - your solution






32. Brainstorming - electronic brainstorming - surveys






33. 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






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






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






36. Out of the box thinking






37. Based on rational and deliberate thoughts






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






39. 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






40. Proceed towards one answer






41. Members who are attracted to particular members






42. 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!)






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






44. The derivation of group preference from individual preference is indeterminate






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






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






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






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






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






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