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. Clients are treated like partners






2. 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.






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






4. Based on consistency of behvior






5. 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






6. One that calls into question anothers character






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






8. Brainstorming - electronic brainstorming - surveys






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






10. 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






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






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






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






14. The process of drawing logical conclusions






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 believs one must adopt a tough hard stance to negotiate






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






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. The strenght of positive relations within a team






20. Working less hard in a group






21. What you say you want - your solution






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






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






25. Out of the box thinking






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






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






28. Making concessions on issues before they are even requested






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






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






31. 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






32. Your Best Alternative To a Negotiated Agreement






33. 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






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






35. Working harder in a group






36. Based on rational and deliberate thoughts






37. Means by which people influence others






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






39. 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.






40. 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






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






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






43. See invalid correlations between events






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






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






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






47. 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






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






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






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