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. If we reach agreement - we commit to some option






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






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






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






5. What you say you want - your solution






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






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






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






9. 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






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






11. 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






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






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






14. 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






15. 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!)






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






17. Based on rational and deliberate thoughts






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






19. 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






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






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






22. Working harder in a group






23. 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.






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






25. Based on intuition and emotion






26. Out of the box thinking






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






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






29. Making projections about future outcomes






30. 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






31. Means by which people influence others






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






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






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






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






36. Working less hard in a group






37. 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






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






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






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






41. Brainstorming - electronic brainstorming - surveys






42. Members who are attracted to particular members






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






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






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






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






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






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






49. Unable to acces knowledge when we need it






50. '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