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






2. Means by which people influence others






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






4. Making projections about future outcomes






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






6. What you really care about - wants needs etc






7. Based on rational and deliberate thoughts






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






9. Clients are treated like partners






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






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






12. One that calls into question anothers character






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






14. 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.






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






16. See invalid correlations between events






17. Brainstorming - electronic brainstorming - surveys






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






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






20. Tendency for people in group negotiations to underestimate the number of feasible options






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






22. The union of both parties issue sets






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






24. Making concessions on issues before they are even requested






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






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






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






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






29. Your Best Alternative To a Negotiated Agreement






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






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






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






33. 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.






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






35. 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






36. What you say you want - your solution






37. The process of drawing logical conclusions






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






39. Out of the box thinking






40. 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






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






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






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






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






45. 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






46. 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






47. Working less hard in a group






48. 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






49. Members who are attracted to particular members






50. Members who are attracted to the group