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






2. Working harder in a group






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






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






5. Based on consistency of behvior






6. What you really care about - wants needs etc






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






8. Proceed towards one answer






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






10. Making concessions on issues before they are even requested






11. Clients are treated like partners






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






13. Unable to acces knowledge when we need it






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






15. 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






16. 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






17. '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






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






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






20. 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.






21. 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






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






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






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






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






26. Based on rational and deliberate thoughts






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. 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






29. Based on intuition and emotion






30. Working less hard in a group






31. 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






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






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






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






35. 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






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






37. 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)






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






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






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






41. We feel obligated to return in kind what others have offered or given us






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






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






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






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






46. The tendency to treat chance events as though they have a built in evening out mechanism






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






48. Expand the amount of available resources






49. The strenght of positive relations within a team






50. The union of both parties issue sets