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. Grounded in complete empathy with another persons desires and intentions






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. Based on consistency of behvior






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






6. Based on rational and deliberate thoughts






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






8. The strenght of positive relations within a team






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






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






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






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






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






14. Your Best Alternative To a Negotiated Agreement






15. Means by which people influence others






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






17. Form of hypothesis testing - or trial and error






18. 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






19. 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






20. 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.






21. 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






22. Unable to acces knowledge when we need it






23. Out of the box thinking






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






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






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






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






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






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






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






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






32. Expand the amount of available resources






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






34. Working harder in a group






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






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






37. What you really care about - wants needs etc






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






39. Proceed towards one answer






40. Making projections about future outcomes






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






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






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






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






45. Based on intuition and emotion






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






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






48. What you say you want - your solution






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






50. Making concessions on issues before they are even requested