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






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






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






4. Out of the box thinking






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






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






7. Brainstorming - electronic brainstorming - surveys






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






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






10. 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.






11. The process of drawing logical conclusions






12. Grounded in complete empathy with another persons desires and intentions






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






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






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






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






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






18. 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






19. Basic human motive concerning preservation of the self versus collective






20. Your Best Alternative To a Negotiated Agreement






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






22. One that calls into question anothers character






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






24. Working harder in a group






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






26. Members who are attracted to particular members






27. Based on consistency of behvior






28. Making projections about future outcomes






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






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






31. Form of hypothesis testing - or trial and error






32. Involves trade iffs that require each group member to offer another member a concession on one issue while receiving a concession from yet another group member on a different issue






33. 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






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






35. Making concessions on issues before they are even requested






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






37. 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






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






39. What you say you want - your solution






40. reliability - mutual acceptance - emotions






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






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






43. 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






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






45. Members who are attracted to the group






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. Expand the amount of available resources






48. 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






49. 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






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







Sorry!:) No result found.

Can you answer 50 questions in 15 minutes?


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