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. Brainstorming - electronic brainstorming - surveys






3. 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.






4. 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.






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






6. Members who are attracted to the group






7. 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






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






9. 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






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. 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






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






13. See invalid correlations between events






14. Expand the amount of available resources






15. 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






16. The strenght of positive relations within a team






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






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. One that calls into question anothers character






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






21. Making projections about future outcomes






22. Making concessions on issues before they are even requested






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






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






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






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






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






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






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






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






31. 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






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






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






34. Proceed towards one answer






35. Your Best Alternative To a Negotiated Agreement






36. The union of both parties issue sets






37. Out of the box thinking






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






39. What you really care about - wants needs etc






40. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem






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






42. Working harder in a group






43. 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!)






44. What you say you want - your solution






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






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






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






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






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






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.