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






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






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






4. Form of hypothesis testing - or trial and error






5. See invalid correlations between events






6. Members who are attracted to the group






7. The union of both parties issue sets






8. 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






9. One that calls into question anothers character






10. Based on rational and deliberate thoughts






11. Making projections about future outcomes






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






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






14. 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






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






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






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






18. The strenght of positive relations within a team






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






20. 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.






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






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






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






24. What you say you want - your solution






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






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






27. 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






28. 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






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






30. 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






31. 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






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






33. Making concessions on issues before they are even requested






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






35. Unable to acces knowledge when we need it






36. Means by which people influence others






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






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






39. Your Best Alternative To a Negotiated Agreement






40. Expand the amount of available resources






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






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






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






44. 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






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






46. '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






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






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






49. 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!)






50. Brainstorming - electronic brainstorming - surveys