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. Coalitions can form among parties - Natural Coalitions:allies share a broad range of common interests - there are likely to be frequent allies - single-issue coalitions:Parties difffer on other issues unite on singe issue - might be Strange Bedfellow






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






3. Members who are attracted to particular members






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






5. Means by which people influence others






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






7. reliability - mutual acceptance - emotions






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






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






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






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






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






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






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






15. What you really care about - wants needs etc






16. 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






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






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






19. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior






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






21. 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)






22. 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






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. Working harder in a group






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






26. 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






27. Brainstorming - electronic brainstorming - surveys






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






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






30. Members who are attracted to the group






31. Proceed towards one answer






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






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






34. Unable to acces knowledge when we need it






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






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






37. 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






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






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






40. The process of drawing logical conclusions






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






42. '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






43. 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






44. Your Best Alternative To a Negotiated Agreement






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






46. 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.






47. Based on consistency of behvior






48. What you say you want - your solution






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






50. Making concessions on issues before they are even requested