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. Brainstorming - electronic brainstorming - surveys






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






3. Proceed towards one answer






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






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






6. Working harder in a group






7. Form of hypothesis testing - or trial and error






8. 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)






9. 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






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






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






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






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






14. Clients are treated like partners






15. 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






16. Members who are attracted to the group






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






18. 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






19. 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.






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






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






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






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






24. The process of drawing logical conclusions






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






26. 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






27. '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






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






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






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






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






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






33. What you really care about - wants needs etc






34. 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






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






36. 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.






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






38. 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!)






39. Means by which people influence others






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






41. Out of the box thinking






42. Based on consistency of behvior






43. One that calls into question anothers character






44. 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






45. Based on intuition and emotion






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






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






48. 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






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






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