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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. '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






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






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






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






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






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






7. 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.






8. Making concessions on issues before they are even requested






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






10. 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






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






12. 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






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






14. Clients are treated like partners






15. The union of both parties issue sets






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






17. See invalid correlations between events






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






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






20. The total of the gains earned by each party in the negotiation






21. 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






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






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






24. Unable to acces knowledge when we need it






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






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






27. Based on consistency of behvior






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






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






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






31. Working harder in a group






32. reliability - mutual acceptance - emotions






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






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






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






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






37. What you really care about - wants needs etc






38. 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






39. 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






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






41. 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!)






42. Based on intuition and emotion






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






44. Your Best Alternative To a Negotiated Agreement






45. 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






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






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






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






49. The strenght of positive relations within a team






50. Means by which people influence others







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