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






2. Making concessions on issues before they are even requested






3. 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






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






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






6. 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






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






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






9. 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






10. 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






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






12. Your Best Alternative To a Negotiated Agreement






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






14. The process of drawing logical conclusions






15. See invalid correlations between events






16. 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.






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






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






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






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






21. 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.






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






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






24. 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






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






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






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






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






29. Unable to acces knowledge when we need it






30. One that calls into question anothers character






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






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






33. Based on rational and deliberate thoughts






34. Members who are attracted to particular members






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






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






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






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






40. Based on intuition and emotion






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






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






43. reliability - mutual acceptance - emotions






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






45. The union of both parties issue sets






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






47. Based on consistency of behvior






48. Means by which people influence others






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






50. '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