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. What you say you want - your solution






2. Proceed towards one answer






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






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






5. 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






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






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






8. 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.






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






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






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






12. Based on rational and deliberate thoughts






13. Out of the box thinking






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






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






16. '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






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






18. 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






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






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






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






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






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






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






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






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






27. reliability - mutual acceptance - emotions






28. See invalid correlations between events






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






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






31. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior






32. Making concessions on issues before they are even requested






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






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






35. Expand the amount of available resources






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






37. Form of hypothesis testing - or trial and error






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






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






40. Members who are attracted to the group






41. Means by which people influence others






42. Based on intuition and emotion






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






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






45. Brainstorming - electronic brainstorming - surveys






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






47. What you really care about - wants needs etc






48. The union of both parties issue sets






49. The process of drawing logical conclusions






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