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. The derivation of group preference from individual preference is indeterminate






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






3. 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






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






5. Based on rational and deliberate thoughts






6. See invalid correlations between events






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






8. 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.






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






10. Members who are attracted to particular members






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






12. Based on intuition and emotion






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






14. Unable to acces knowledge when we need it






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






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






17. 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






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






19. Proceed towards one answer






20. Your Best Alternative To a Negotiated Agreement






21. 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!)






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






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






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






25. 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






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






27. The process of drawing logical conclusions






28. 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






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






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






31. Working harder in a group






32. 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






33. The strenght of positive relations within a team






34. Means by which people influence others






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






36. What you say you want - your solution






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






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






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






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






41. One that calls into question anothers character






42. 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.






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






44. reliability - mutual acceptance - emotions






45. 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






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






47. 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)






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. Form of hypothesis testing - or trial and error