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. 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.






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






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






4. Expand the amount of available resources






5. What you say you want - your solution






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






7. What you really care about - wants needs etc






8. 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






9. 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!)






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






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






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






13. One that calls into question anothers character






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






15. Form of hypothesis testing - or trial and error






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






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






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






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






20. See invalid correlations between events






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






22. 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






23. Clients are treated like partners






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






25. Making concessions on issues before they are even requested






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






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






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






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






30. 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






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






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






33. 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.






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






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






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






37. The process of drawing logical conclusions






38. 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)






39. Brainstorming - electronic brainstorming - surveys






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






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






42. 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






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






44. Your Best Alternative To a Negotiated Agreement






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






46. Members who are attracted to the group






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






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






49. reliability - mutual acceptance - emotions






50. Proceed towards one answer