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. Means by which people influence others






2. 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






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






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






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






6. 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






7. Out of the box thinking






8. 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.






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






10. Based on intuition and emotion






11. reliability - mutual acceptance - emotions






12. The process of drawing logical conclusions






13. 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






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






15. Based on rational and deliberate thoughts






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






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






18. The strenght of positive relations within a team






19. 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!)






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






21. Making concessions on issues before they are even requested






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






23. Working harder in a group






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






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






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






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






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






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






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






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






32. Making projections about future outcomes






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






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






35. Form of hypothesis testing - or trial and error






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






37. Brainstorming - electronic brainstorming - surveys






38. 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






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






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






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






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






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






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






45. Unable to acces knowledge when we need it






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






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






48. Members who are attracted to the group






49. 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






50. 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.