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. Working harder in a group






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






3. Working less hard in a group






4. The strenght of positive relations within a team






5. What you say you want - your solution






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






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






8. Members who are attracted to particular members






9. 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






10. 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!)






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






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






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






14. Clients are treated like partners






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






16. reliability - mutual acceptance - emotions






17. Making concessions on issues before they are even requested






18. What you really care about - wants needs etc






19. 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






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






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






22. The process of drawing logical conclusions






23. Unable to acces knowledge when we need it






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






25. 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






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






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






28. Proceed towards one answer






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






30. 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






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






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






34. 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






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






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






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






38. Based on consistency of behvior






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






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






41. 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






42. 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.






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






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






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






46. Brainstorming - electronic brainstorming - surveys






47. Form of hypothesis testing - or trial and error






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






49. 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)






50. Means by which people influence others