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. Grounded in complete empathy with another persons desires and intentions






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






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






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






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






6. 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






7. The union of both parties issue sets






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






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






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






11. Unable to acces knowledge when we need it






12. 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






13. 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






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






15. 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






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






17. Out of the box thinking






18. '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






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






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






21. Based on intuition and emotion






22. 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






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






24. 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






25. 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






26. 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)






27. Working less hard in a group






28. The process of drawing logical conclusions






29. 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.






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






31. Expand the amount of available resources






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






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






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






35. Brainstorming - electronic brainstorming - surveys






36. Making concessions on issues before they are even requested






37. 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






38. Based on consistency of behvior






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






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






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






42. Members who are attracted to the group






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






44. Working harder in a group






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






46. Making projections about future outcomes






47. 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






48. What you really care about - wants needs etc






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






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