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. Basic human motive concerning preservation of the self versus collective






2. Expand the amount of available resources






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






4. Based on intuition and emotion






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






6. Out of the box thinking






7. 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!)






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






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






10. 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






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






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






13. The strenght of positive relations within a team






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






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






16. Based on consistency of behvior






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






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






19. 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






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






21. Clients are treated like partners






22. 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.






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






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






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






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






27. See invalid correlations between events






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






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






30. reliability - mutual acceptance - emotions






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






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






33. 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






34. 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)






35. 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






36. 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






37. Members who are attracted to particular members






38. Unable to acces knowledge when we need it






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






40. Making projections about future outcomes






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






42. Proceed towards one answer






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






44. Making concessions on issues before they are even requested






45. '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






46. Your Best Alternative To a Negotiated Agreement






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






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






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






50. One that calls into question anothers character