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. reliability - mutual acceptance - emotions






2. 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






3. Brainstorming - electronic brainstorming - surveys






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






5. Unable to acces knowledge when we need it






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






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






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






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






10. '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






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






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






13. Means by which people influence others






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






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






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






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






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






19. What you say you want - your solution






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






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






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






23. 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!)






24. Your Best Alternative To a Negotiated Agreement






25. Making projections about future outcomes






26. 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






27. 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






28. 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)






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






30. Clients are treated like partners






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






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






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






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






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






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






37. Based on rational and deliberate thoughts






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






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






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






41. Expand the amount of available resources






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






43. Members who are attracted to particular members






44. Proceed towards one answer






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






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






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






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






49. Form of hypothesis testing - or trial and error






50. 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.