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






2. 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!)






3. What you really care about - wants needs etc






4. 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.






5. Based on intuition and emotion






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






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






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






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






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






11. Working harder in a group






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






13. Making concessions on issues before they are even requested






14. Members who are attracted to the group






15. 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






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






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






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






19. Your Best Alternative To a Negotiated Agreement






20. Proceed towards one answer






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






22. 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.






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






24. Form of hypothesis testing - or trial and error






25. 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.






26. Making projections about future outcomes






27. Out of the box thinking






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






29. Working less hard in a group






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






31. '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






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






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






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






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






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






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






38. See invalid correlations between events






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






40. 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






41. Clients are treated like partners






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






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






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






45. Based on rational and deliberate thoughts






46. Means by which people influence others






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






48. 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






49. Brainstorming - electronic brainstorming - surveys






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