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. 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






2. 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!)






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






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






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






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






7. 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)






8. 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






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. Basic human motive concerning preservation of the self versus collective






12. The union of both parties issue sets






13. 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.






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






15. Brainstorming - electronic brainstorming - surveys






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






17. One that calls into question anothers character






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






20. Means by which people influence others






21. 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.






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






23. The process of drawing logical conclusions






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






25. See invalid correlations between events






26. Based on rational and deliberate thoughts






27. How much utility we derive depends on who is providing it






28. Members who are attracted to particular members






29. 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






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






31. 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






32. Take time to 'cool off' - Explore different ways to logroll - Exploit differences in expectations and risk/ time preferences - Keep decisions tentative and conditional until a final proposal is complete - Minimize formality - record keeping until fi






33. What you say you want - your solution






34. Expand the amount of available resources






35. Based on intuition and emotion






36. Proceed towards one answer






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






38. 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






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






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






41. Working harder in a group






42. Your Best Alternative To a Negotiated Agreement






43. 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






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






45. The ability to change a losing coalition into winning coalition






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






47. Out of the box thinking






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






49. Based on consistency of behvior






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