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






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






3. Brainstorming - electronic brainstorming - surveys






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






5. See invalid correlations between events






6. 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






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






8. 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






9. 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






10. '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






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






12. Working less hard in a group






13. Out of the box thinking






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






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






16. Making concessions on issues before they are even requested






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






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






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






20. What you really care about - wants needs etc






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






22. Means by which people influence others






23. 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






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






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






26. Grounded in complete empathy with another persons desires and intentions






27. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict






28. What you say you want - your solution






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






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






31. Members who are attracted to particular members






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






33. The strenght of positive relations within a team






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






35. 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






36. Unable to acces knowledge when we need it






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






38. Members who are attracted to the group






39. The process of drawing logical conclusions






40. 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.






41. Proceed towards one answer






42. The union of both parties issue sets






43. 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






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






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






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






47. Your Best Alternative To a Negotiated Agreement






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






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






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