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






2. reliability - mutual acceptance - emotions






3. 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






4. 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






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






6. 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






7. The strenght of positive relations within a team






8. Out of the box thinking






9. What you really care about - wants needs etc






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






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






12. 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.






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






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






15. Members who are attracted to the group






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






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






18. 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






19. What you say you want - your solution






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






21. Clients are treated like partners






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






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






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






25. Unable to acces knowledge when we need it






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






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






28. 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






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






30. One that calls into question anothers character






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






32. Making concessions on issues before they are even requested






33. 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






34. 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.






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






36. Proceed towards one answer






37. 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.






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






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






40. The process of drawing logical conclusions






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






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






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. Listening actively and empathetically to whatever the other party says






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






46. 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!)






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






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






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