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






2. 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






3. 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)






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






5. Members who are attracted to the group






6. reliability - mutual acceptance - emotions






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






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






9. The process of drawing logical conclusions






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






11. 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






12. Unable to acces knowledge when we need it






13. 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!)






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






15. 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






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






17. Based on rational and deliberate thoughts






18. Working less hard in a group






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






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






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






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






23. 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






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






25. See invalid correlations between events






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






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






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






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






30. Making concessions on issues before they are even requested






31. 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






32. 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






33. One that calls into question anothers character






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






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






36. 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.






37. Means by which people influence others






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






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






40. 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






41. What you really care about - wants needs etc






42. Proceed towards one answer






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






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






45. Your Best Alternative To a Negotiated Agreement






46. Based on consistency of behvior






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






48. Clients are treated like partners






49. The ability to change a losing coalition into winning coalition






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