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. 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.






2. 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






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






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






5. Based on rational and deliberate thoughts






6. Making projections about future outcomes






7. Working harder in a group






8. Based on intuition and emotion






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






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






11. Members who are attracted to particular members






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






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






14. One that calls into question anothers character






15. The union of both parties issue sets






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






17. Your Best Alternative To a Negotiated Agreement






18. 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






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






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






21. 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






22. 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.






23. What you say you want - your solution






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






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






26. Expand the amount of available resources






27. What you really care about - wants needs etc






28. Out of the box thinking






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






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






31. 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






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






33. 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)






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






35. The process of drawing logical conclusions






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






37. Clients are treated like partners






38. 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






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






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






41. Proceed towards one answer






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






43. 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






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






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






46. Making concessions on issues before they are even requested






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






48. Brainstorming - electronic brainstorming - surveys






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






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