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. The process of drawing logical conclusions






2. Form of hypothesis testing - or trial and error






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






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






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






7. reliability - mutual acceptance - emotions






8. The strenght of positive relations within a team






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






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






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






12. 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






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






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






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






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






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






18. What you say you want - your solution






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






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






21. Means by which people influence others






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






23. 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.






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






25. Making concessions on issues before they are even requested






26. Members who are attracted to the group






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






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






29. 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






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






31. Out of the box thinking






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






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






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






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






36. Your Best Alternative To a Negotiated Agreement






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






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






39. 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






40. '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






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






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






43. What you really care about - wants needs etc






44. Expand the amount of available resources






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






46. 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.






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






48. 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






49. Unable to acces knowledge when we need it






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