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






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






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






4. Means by which people influence others






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






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






7. See invalid correlations between events






8. The strenght of positive relations within a team






9. 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.






10. 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






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






12. Working less hard in a group






13. Expand the amount of available resources






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






15. What you really care about - wants needs etc






16. Based on intuition and emotion






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






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






19. Form of hypothesis testing - or trial and error






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






21. The process of drawing logical conclusions






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






23. Brainstorming - electronic brainstorming - surveys






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






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






26. 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






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






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






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






30. '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






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






32. Members who are attracted to the group






33. Working harder in a group






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






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






37. reliability - mutual acceptance - emotions






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






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






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






41. Based on consistency of behvior






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






43. The union of both parties issue sets






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






45. Believing something is true even after it has been proven not






46. Making concessions on issues before they are even requested






47. 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






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






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






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






Can you answer 50 questions in 15 minutes?



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