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. Working harder in a group






2. Based on intuition and emotion






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






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






5. 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






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






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






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






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






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






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






12. 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






13. Making projections about future outcomes






14. 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)






15. Out of the box thinking






16. 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






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






18. 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.






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






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






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






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






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






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






25. Based on rational and deliberate thoughts






26. 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






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






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






29. Members who are attracted to the group






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






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






32. Form of hypothesis testing - or trial and error






33. Unable to acces knowledge when we need it






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






35. What you say you want - your solution






36. Brainstorming - electronic brainstorming - surveys






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






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






39. Based on consistency of behvior






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






41. '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






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






43. 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!)






44. Your Best Alternative To a Negotiated Agreement






45. People tend to base behavior on readily understood terms such as percentages. Exp All other things being equal ( quality of product - the store - service - etc)more people are willing to suffer the same inconveniences to save $30 on a $70 item than t






46. Means by which people influence others






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






48. One that calls into question anothers character






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






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