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. Out of the box thinking






2. 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






3. The ability to change a losing coalition into winning coalition






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






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






6. 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






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






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






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






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






11. Proceed towards one answer






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






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






14. 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






15. Based on rational and deliberate thoughts






16. What you say you want - your solution






17. 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






18. '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






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






20. Working less hard in a group






21. Making concessions on issues before they are even requested






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






23. 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






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






25. Clients are treated like partners






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






27. Means by which people influence others






28. Based on consistency of behvior






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






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






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






32. Working harder in a group






33. 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.






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






35. reliability - mutual acceptance - emotions






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






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






38. 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.






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






40. One that calls into question anothers character






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






42. 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






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






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






45. 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)






46. See invalid correlations between events






47. The process of drawing logical conclusions






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






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






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