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. reliability - mutual acceptance - emotions






2. 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






3. Working less hard in a group






4. Based on intuition and emotion






5. Making projections about future outcomes






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






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






8. 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.






9. Unable to acces knowledge when we need it






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






11. What you say you want - your solution






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






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






14. Your Best Alternative To a Negotiated Agreement






15. Making concessions on issues before they are even requested






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






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






18. Members who are attracted to particular members






19. 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






20. 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!)






21. The strenght of positive relations within a team






22. 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






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






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






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






26. What you really care about - wants needs etc






27. 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.






28. 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






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






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






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






32. Clients are treated like partners






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






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






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






36. Proceed towards one answer






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






38. Members who are attracted to the group






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






40. Based on rational and deliberate thoughts






41. Working harder in a group






42. The process of drawing logical conclusions






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






44. Means by which people influence others






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






46. 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.






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






48. 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






49. 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






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