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. Working less hard in a group






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






3. 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






4. 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.






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






6. 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






7. 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






8. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative






9. The union of both parties issue sets






10. Means by which people influence others






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






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






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






14. 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)






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






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






17. 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






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






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






20. What you say you want - your solution






21. Based on intuition and emotion






22. Form of hypothesis testing - or trial and error






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






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






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






26. 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






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






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






29. 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






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






31. Expand the amount of available resources






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






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






34. Making projections about future outcomes






35. Making concessions on issues before they are even requested






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






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






38. 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






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






41. Members who are attracted to particular members






42. Based on rational and deliberate thoughts






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






45. Unable to acces knowledge when we need it






46. Out of the box thinking






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






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






49. Brainstorming - electronic brainstorming - surveys






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