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






2. '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






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






4. 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






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






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






7. Based on rational and deliberate thoughts






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






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






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






11. 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






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






13. Out of the box thinking






14. 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!)






15. Based on consistency of behvior






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






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






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






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






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






21. We feel obligated to return in kind what others have offered or given us






22. 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.






23. 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






24. Members who are attracted to the group






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






26. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference






27. Making concessions on issues before they are even requested






28. 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.






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






30. Members who are attracted to particular members






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. Expand the amount of available resources






33. 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)






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






35. Making projections about future outcomes






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






37. Based on intuition and emotion






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






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






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






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






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






43. See invalid correlations between events






44. The process of drawing logical conclusions






45. What you say you want - your solution






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






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






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






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






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