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






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






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






4. 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






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






6. Out of the box thinking






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






8. 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






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






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






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






12. Proceed towards one answer






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






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






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






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






17. Unable to acces knowledge when we need it






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






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






20. Your Best Alternative To a Negotiated Agreement






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






22. 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






23. 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






24. 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!)






25. The strenght of positive relations within a team






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






27. 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.






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






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. Expand the amount of available resources






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






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






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






34. Based on consistency of behvior






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






36. 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.






37. Making concessions on issues before they are even requested






38. 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






39. The union of both parties issue sets






40. Members who are attracted to particular members






41. Working less hard in a group






42. 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






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






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






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






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






47. Form of hypothesis testing - or trial and error






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






49. What you say you want - your solution






50. '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