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






2. Unable to acces knowledge when we need it






3. 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.






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






5. 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.






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






7. Your Best Alternative To a Negotiated Agreement






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






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. What you really care about - wants needs etc






11. reliability - mutual acceptance - emotions






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






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






14. One that calls into question anothers character






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






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






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






18. Clients are treated like partners






19. See invalid correlations between events






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






21. 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






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






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






24. Based on intuition and emotion






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






26. 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






27. The union of both parties issue sets






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






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






30. Expand the amount of available resources






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. Based on rational and deliberate thoughts






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






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






35. 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






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






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






38. Based on consistency of behvior






39. 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!)






40. Making concessions on issues before they are even requested






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






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






43. 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






44. 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.






45. Working less hard in a group






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






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






48. Out of the box thinking






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






50. The strenght of positive relations within a team