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. Working harder in a group






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






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






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






5. Means by which people influence others






6. Your Best Alternative To a Negotiated Agreement






7. One that calls into question anothers character






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






9. 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.






10. reliability - mutual acceptance - emotions






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






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






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






14. Form of hypothesis testing - or trial and error






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






16. The union of both parties issue sets






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






18. 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






19. Based on rational and deliberate thoughts






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






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






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






23. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach






24. 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






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






26. 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






27. 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)






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






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






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






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






32. What you say you want - your solution






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






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






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






36. 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






37. Making projections about future outcomes






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






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






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






41. 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






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






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






44. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.






45. 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.






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






47. Out of the box thinking






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






49. 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






50. The process of drawing logical conclusions