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. 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






2. Out of the box thinking






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






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






5. 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






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






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






8. Based on intuition and emotion






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






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






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






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






13. Form of hypothesis testing - or trial and error






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






15. '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






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






17. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)






18. Making concessions on issues before they are even requested






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






20. Expand the pie - Logroll-finding different issues and prioritize them. End up with a highly preferred outcome - Compensation(not integrative)- agreeing to ones objectives and accommodating the others interests - cut the costs for compliance-ones obje






21. 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






22. The process of drawing logical conclusions






23. Expand the amount of available resources






24. 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






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






26. Working less hard in a group






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






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






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






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






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






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






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






34. 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.






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






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






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






38. Your Best Alternative To a Negotiated Agreement






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. Basic human motive concerning preservation of the self versus collective






41. 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






42. The union of both parties issue sets






43. Members who are attracted to particular members






44. Clients are treated like partners






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






46. What you really care about - wants needs etc






47. What you say you want - your solution






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






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






50. Making projections about future outcomes