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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. Based on intuition and emotion






2. Members who are attracted to the group






3. Unable to acces knowledge when we need it






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






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






6. 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






7. Your Best Alternative To a Negotiated Agreement






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






9. 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.






10. 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






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






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






13. What you say you want - your solution






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






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






16. The union of both parties issue sets






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






18. Expand the amount of available resources






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






20. 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






21. 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)






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






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






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






25. The process of drawing logical conclusions






26. 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






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






28. 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






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






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






31. One that calls into question anothers character






32. Based on consistency of behvior






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






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






35. 'Maximize profit' approaches enjoyed greater profitability than did ' Minimize Expenses' approaches( the maximize profit group completed more transactions for greater profit but the 'minimize expenses' framers completed transactions of greater mean p






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






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






38. Working less hard in a group






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






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






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






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






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






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






45. reliability - mutual acceptance - emotions






46. Members who are attracted to particular members






47. 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






48. Based on rational and deliberate thoughts






49. 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






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






Can you answer 50 questions in 15 minutes?



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