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






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






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






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






5. Clients are treated like partners






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






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






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






9. Expand the amount of available resources






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






11. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem






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






13. Making concessions on issues before they are even requested






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






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






16. Members who are attracted to particular members






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






18. What you really care about - wants needs etc






19. Out of the box thinking






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






21. Proceed towards one answer






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






23. Based on intuition and emotion






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






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






26. Skilled negotiators - if they decided to attack - gave no warning and attacked severely






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






28. 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






29. The process of drawing logical conclusions






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






31. 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






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






33. 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






34. Means by which people influence others






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






36. 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.






37. 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






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






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






40. '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






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






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






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






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






45. 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






46. Your Best Alternative To a Negotiated Agreement






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






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






49. 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






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







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