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. Brainstorming - electronic brainstorming - surveys






2. 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






3. Making projections about future outcomes






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






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






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






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






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






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






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






11. What you really care about - wants needs etc






12. 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






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






14. 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.






15. The union of both parties issue sets






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






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






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






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






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






21. reliability - mutual acceptance - emotions






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






23. What you say you want - your solution






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






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






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






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






28. See invalid correlations between events






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






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






31. Proceed towards one answer






32. Members who are attracted to particular members






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






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






35. Members who are attracted to the group






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






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






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






39. 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






40. 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






41. 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






42. 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.






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






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






45. 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






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






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






48. Your Best Alternative To a Negotiated Agreement






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






50. The strenght of positive relations within a team