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






2. The union of both parties issue sets






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






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






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






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






7. What you really care about - wants needs etc






8. Unable to acces knowledge when we need it






9. Means by which people influence others






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






11. Members who are attracted to particular members






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






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 in complete empathy with another persons desires and intentions






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






16. Out of the box thinking






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






18. reliability - mutual acceptance - emotions






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






20. 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.






21. Proceed towards one answer






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






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






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






25. 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






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






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






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






29. Making concessions on issues before they are even requested






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






31. Clients are treated like partners






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






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






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






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. Based on intuition and emotion






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






38. See invalid correlations between events






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






40. Your Best Alternative To a Negotiated Agreement






41. Based on consistency of behvior






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






43. Expand the amount of available resources






44. 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






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






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






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. Working harder in a group






49. 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.






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