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. 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






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






3. Expand the amount of available resources






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






5. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options






6. The process of drawing logical conclusions






7. One that calls into question anothers character






8. Members who are attracted to the group






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






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






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






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






13. 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.






14. Means by which people influence others






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






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






17. 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.






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






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






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






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






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






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






24. Out of the box thinking






25. 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






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






27. Members who are attracted to particular members






28. See invalid correlations between events






29. What you really care about - wants needs etc






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






31. 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






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






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






34. Making concessions on issues before they are even requested






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






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






37. '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






38. 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!)






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






40. Proceed towards one answer






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. When a problem solver bases a strategy on familiar methods






43. Clients are treated like partners






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






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






46. Based on intuition and emotion






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






48. Working harder in a group






49. 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.






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