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






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






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






4. Possible agreements or part of agreemenrrs that you might reach with your negotiation party






5. The process of drawing logical conclusions






6. Means by which people influence others






7. Expand the amount of available resources






8. 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






9. What you say you want - your solution






10. Unable to acces knowledge when we need it






11. Making concessions on issues before they are even requested






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






13. Form of hypothesis testing - or trial and error






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






15. 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.






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






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






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






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






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






21. '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






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






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






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. 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






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






27. 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






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






29. Working harder in a group






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






31. Your Best Alternative To a Negotiated Agreement






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






33. 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.






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






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






36. What you really care about - wants needs etc






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






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






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






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






41. 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






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






43. Based on consistency of behvior






44. 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






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






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






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






48. Working less hard in a group






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






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