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






2. The union of both parties issue sets






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






4. 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






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






6. The process of drawing logical conclusions






7. Members who are attracted to particular members






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






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






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






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






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






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






14. Based on consistency of behvior






15. 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!)






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






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






18. 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






19. Making concessions on issues before they are even requested






20. Unable to acces knowledge when we need it






21. What you really care about - wants needs etc






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






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






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






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






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






27. Making projections about future outcomes






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






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






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






31. 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.






32. Working harder in a group






33. One that calls into question anothers character






34. 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






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






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






37. Involves trade iffs that require each group member to offer another member a concession on one issue while receiving a concession from yet another group member on a different issue






38. The strenght of positive relations within a team






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






40. Brainstorming - electronic brainstorming - surveys






41. 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)






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






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






44. '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






45. Out of the box thinking






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






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






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






49. Working less hard in a group






50. Means by which people influence others