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. Members who are attracted to particular members






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






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






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






5. See invalid correlations between events






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






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






8. Proceed towards one answer






9. 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.






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






11. Making projections about future outcomes






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






13. 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






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






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






16. 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






17. Making concessions on issues before they are even requested






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






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






20. What you really care about - wants needs etc






21. '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






22. 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!)






23. The process of drawing logical conclusions






24. Your Best Alternative To a Negotiated Agreement






25. 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






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






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






28. 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)






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






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






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






32. If we reach agreement - we commit to some option






33. Means by which people influence others






34. 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.






35. reliability - mutual acceptance - emotions






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






37. Brainstorming - electronic brainstorming - surveys






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






39. Based on consistency of behvior






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






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






42. 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






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






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






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






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






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






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






49. Based on rational and deliberate thoughts






50. Working less hard in a group