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






2. Based on rational and deliberate thoughts






3. The process of drawing logical conclusions






4. 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!)






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






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






7. 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)






8. Out of the box thinking






9. Expand the amount of available resources






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






11. Proceed towards one answer






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






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






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






15. Unable to acces knowledge when we need it






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






17. 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






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






19. Often - a consumer is willing to pay more for the identical product or service sold at a swank specialty shop than at discount store. There is a tendency to assign a greater value to the quality of the transaction over the actual intrinsic worth of a






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






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






22. 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.






23. 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






24. The most common cause of transactional entrapment - E.g. Dollar auction- auctioneer accepts bid for a one dollar bill. second highest bidder must also pay the bid. Biggest problem is the reluctance to cut losses once the commitment is made.






25. The strenght of positive relations within a team






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






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






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






29. 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.






30. Making concessions on issues before they are even requested






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






32. The union of both parties issue sets






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






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






35. Means by which people influence others






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






37. What you really care about - wants needs etc






38. 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






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






40. 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






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






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






43. '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






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






45. Based on intuition and emotion






46. Working harder in a group






47. One that calls into question anothers character






48. Members who are attracted to the group






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






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