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. Expand the amount of available resources






2. Members who are attracted to particular members






3. Based on consistency of behvior






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






5. Working harder in a group






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






7. Out of the box thinking






8. Unable to acces knowledge when we need it






9. 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






10. 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






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






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






13. 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!)






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






15. Clients are treated like partners






16. 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.






17. 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






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






19. Means by which people influence others






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






21. Making projections about future outcomes






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






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






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






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






26. Based on intuition and emotion






27. 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






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






29. Your Best Alternative To a Negotiated Agreement






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






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






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






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






34. '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






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






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






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






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






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






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






41. 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






42. Proceed towards one answer






43. Based on rational and deliberate thoughts






44. Form of hypothesis testing - or trial and error






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






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






47. 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






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






49. Someone who realizes both that the pie can be expanded and who does not forget to claim resources






50. Working less hard in a group