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. Listening actively and empathetically to whatever the other party says






2. 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






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






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






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






6. What you really care about - wants needs etc






7. Members who are attracted to the group






8. Making projections about future outcomes






9. Working harder in a group






10. The process of drawing logical conclusions






11. '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






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






13. The union of both parties issue sets






14. 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






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






16. Members who are attracted to particular members






17. 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






18. Making concessions on issues before they are even requested






19. The strenght of positive relations within a team






20. One that calls into question anothers character






21. Expand the amount of available resources






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






24. 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






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






26. Your Best Alternative To a Negotiated Agreement






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






28. Unable to acces knowledge when we need it






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






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






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






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






33. 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






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






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






36. 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






37. 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






38. Working less hard in a group






39. See invalid correlations between events






40. 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.






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






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






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






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






45. Based on rational and deliberate thoughts






46. 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!)






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






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






49. What you say you want - your solution






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