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






2. 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






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






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






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






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






7. The process of drawing logical conclusions






8. 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






9. 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!)






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






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






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






13. Making concessions on issues before they are even requested






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






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






16. 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






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






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






19. 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






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






22. Based on consistency of behvior






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






24. 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






25. Expand the amount of available resources






26. 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.






27. The strenght of positive relations within a team






28. Means by which people influence others






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






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






31. Proceed towards one answer






32. Members who are attracted to the group






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






34. 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.






35. 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)






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






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






38. The union of both parties issue sets






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






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






41. One that calls into question anothers character






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






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






44. Form of hypothesis testing - or trial and error






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






46. 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






47. What you say you want - your solution






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






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






50. '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







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Can you answer 50 questions in 15 minutes?


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