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






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






3. 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






4. Unable to acces knowledge when we need it






5. 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.






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






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






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






10. The process of drawing logical conclusions






11. Negotiators thinking they are revealing more information that they actually are






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






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






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






15. Proceed towards one answer






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






17. Define problem which will be acceptable to both sides - state problem with an eye toward practicality and comprehensiveness - state problem and id the obstacles in obtaining it - don't make the problem personal - separate the problem definition from






18. 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






19. Based on rational and deliberate thoughts






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






21. Working harder in a group






22. Means by which people influence others






23. 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!)






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






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






26. Your Best Alternative To a Negotiated Agreement






27. 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






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






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






30. 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






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






32. See invalid correlations between events






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






34. Based on intuition and emotion






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






36. Form of hypothesis testing - or trial and error






37. The union of both parties issue sets






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






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






40. Members who are attracted to the group






41. Making projections about future outcomes






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






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






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






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






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






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






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






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






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