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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. Working less hard in a group






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






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






4. 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)






5. Members who are attracted to particular members






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






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






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. Clients are treated like partners






10. 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.






11. 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.






12. Based on intuition and emotion






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






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






15. 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






16. Form of hypothesis testing - or trial and error






17. The strenght of positive relations within a team






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






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






20. reliability - mutual acceptance - emotions






21. One that calls into question anothers character






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






23. Making projections about future outcomes






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






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






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






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






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






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






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






31. 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






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






33. Working harder in a group






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






35. Brainstorming - electronic brainstorming - surveys






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






37. Means by which people influence others






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






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






40. 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






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






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






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






44. Out of the box thinking






45. The process of drawing logical conclusions






46. Expand the amount of available resources






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






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






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






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







Sorry!:) No result found.

Can you answer 50 questions in 15 minutes?


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