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






2. Based on intuition and emotion






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






4. What you really care about - wants needs etc






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






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






7. See invalid correlations between events






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






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






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






12. 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!)






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






14. Means by which people influence others






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






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






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






18. 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






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






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






21. 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






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






23. 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.






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






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






26. Proceed towards one answer






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






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






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






31. Making projections about future outcomes






32. Members who are attracted to particular members






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






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






35. 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.






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






37. The union of both parties issue sets






38. 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






39. 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






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






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






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






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






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






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






46. 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






47. One that calls into question anothers character






48. Brainstorming - electronic brainstorming - surveys






49. 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






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