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






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






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






4. We feel obligated to return in kind what others have offered or given us






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






6. Form of hypothesis testing - or trial and error






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






8. The strenght of positive relations within a team






9. What you say you want - your solution






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






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






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






13. Clients are treated like partners






14. '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






15. 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






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






17. Making projections about future outcomes






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






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






20. 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.






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






22. The process of drawing logical conclusions






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






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






25. 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






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






27. Members who are attracted to the group






28. Proceed towards one answer






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






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






31. 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






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






33. reliability - mutual acceptance - emotions






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






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






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






37. Unable to acces knowledge when we need it






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






39. 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






40. Out of the box thinking






41. Making concessions on issues before they are even requested






42. 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






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






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






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






46. Brainstorming - electronic brainstorming - surveys






47. 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






48. 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.






49. Based on rational and deliberate thoughts






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