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






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






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






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






5. 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






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






7. What you really care about - wants needs etc






8. Proceed towards one answer






9. reliability - mutual acceptance - emotions






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






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






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






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






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






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






16. Your Best Alternative To a Negotiated Agreement






17. 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.






18. Means by which people influence others






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






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






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






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






23. Based on rational and deliberate thoughts






24. 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)






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






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






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






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






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






30. What you say you want - your solution






31. Unable to acces knowledge when we need it






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






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






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






35. Making concessions on issues before they are even requested






36. '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






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






38. Expand the amount of available resources






39. Out of the box thinking






40. Based on consistency of behvior






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






42. 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






43. 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.






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






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






46. Form of hypothesis testing - or trial and error






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






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






49. The strenght of positive relations within a team






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







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Can you answer 50 questions in 15 minutes?


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