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






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






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






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






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






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






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






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






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






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






11. See invalid correlations between events






12. 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






13. 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.






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






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






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






17. Making projections about future outcomes






18. Unable to acces knowledge when we need it






19. One that calls into question anothers character






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






21. Clients are treated like partners






22. reliability - mutual acceptance - emotions






23. 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






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






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






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






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






28. 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






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






30. 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






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






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






33. Working less hard in a group






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






35. Expand the amount of available resources






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






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






38. Proceed towards one answer






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






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






41. 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






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






43. What you say you want - your solution






44. '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






45. The process of drawing logical conclusions






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






47. Based on consistency of behvior






48. 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)






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






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