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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. The strenght of positive relations within a team






2. 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






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






4. 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!)






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






6. The process of drawing logical conclusions






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






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






9. Expand the amount of available resources






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






11. What you say you want - your solution






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






13. One that calls into question anothers character






14. See invalid correlations between events






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






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






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






18. Working harder in a group






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






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






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






22. 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






23. 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.






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






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






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






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






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






29. 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.






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






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






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






33. '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






34. 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






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






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






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






38. 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)






39. Members who are attracted to particular members






40. 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






41. Means by which people influence others






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






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






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. Members who are attracted to the group






46. 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.






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






48. 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






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






50. What you really care about - wants needs etc







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