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. '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






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






3. What you really care about - wants needs etc






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






5. 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!)






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






7. Based on intuition and emotion






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






9. Making concessions on issues before they are even requested






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






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






12. 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






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






14. Members who are attracted to particular members






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






16. The union of both parties issue sets






17. The process of drawing logical conclusions






18. Form of hypothesis testing - or trial and error






19. One that calls into question anothers character






20. See invalid correlations between events






21. Your Best Alternative To a Negotiated Agreement






22. 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.






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






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






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






26. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests






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






28. Members who are attracted to the group






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






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






31. Based on consistency of behvior






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






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






34. 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)






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






36. 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.






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






38. Working harder in a group






39. 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






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






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






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






44. reliability - mutual acceptance - emotions






45. Making projections about future outcomes






46. 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






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






48. Based on rational and deliberate thoughts






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






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