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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. The total of the gains earned by each party in the negotiation






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






3. What you say you want - your solution






4. Proceed towards one answer






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






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






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






8. 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)






9. 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






10. Unable to acces knowledge when we need it






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






12. 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






13. Based on rational and deliberate thoughts






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






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






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






18. Your Best Alternative To a Negotiated Agreement






19. 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






20. The union of both parties issue sets






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






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






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






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






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






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






27. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words






28. Form of hypothesis testing - or trial and error






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






30. 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






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






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






33. 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






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. See invalid correlations between events






36. The strenght of positive relations within a team






37. The process of drawing logical conclusions






38. Means by which people influence others






39. 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






40. What you really care about - wants needs etc






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






42. Making concessions on issues before they are even requested






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






44. One that calls into question anothers character






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






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






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






48. Members who are attracted to the group






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






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







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Can you answer 50 questions in 15 minutes?


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