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. Proceed towards one answer






2. Clients are treated like partners






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






4. 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!)






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






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






7. What you say you want - your solution






8. 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






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






10. Based on rational and deliberate thoughts






11. Out of the box thinking






12. 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






13. What you really care about - wants needs etc






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






15. '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






16. 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.






17. Based on consistency of behvior






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






19. Working less hard in a group






20. reliability - mutual acceptance - emotions






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






22. Unable to acces knowledge when we need it






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






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






25. 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)






26. Form of hypothesis testing - or trial and error






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






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






29. Working harder in a group






30. Making concessions on issues before they are even requested






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






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






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






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






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






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






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






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






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






40. 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.






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






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






43. The union of both parties issue sets






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






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






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






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






48. 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






49. 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.






50. 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