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. What you really care about - wants needs etc






2. Expand the amount of available 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. How much utility we derive depends on who is providing it






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






6. Unable to acces knowledge when we need it






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






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






9. 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)






10. 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!)






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






12. Working harder in a group






13. '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






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






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






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






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






18. Brainstorming - electronic brainstorming - surveys






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






20. 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






21. reliability - mutual acceptance - emotions






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






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






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






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






26. What you say you want - your solution






27. 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






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






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






30. 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.






31. 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






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






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. When a problem solver bases a strategy on familiar methods






35. 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






36. The process of drawing logical conclusions






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






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






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






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






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






42. 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






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






44. Your Best Alternative To a Negotiated Agreement






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






46. Form of hypothesis testing - or trial and error






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






48. 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






49. One that calls into question anothers character






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