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. Members who are attracted to particular members






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






3. reliability - mutual acceptance - emotions






4. Based on consistency of behvior






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






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






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






8. Based on rational and deliberate thoughts






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






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






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






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






13. 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






14. 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






15. The union of both parties issue sets






16. Someone who is too concerned with win-win negotiations they forget to claim resources






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






18. 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.






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






20. The process of drawing logical conclusions






21. Your Best Alternative To a Negotiated Agreement






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






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






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






25. 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!)






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






27. What you say you want - your solution






28. 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






29. 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






30. 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






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






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






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






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






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






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






37. One that calls into question anothers character






38. Out of the box thinking






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






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






41. Unable to acces knowledge when we need it






42. Means by which people influence others






43. 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






44. 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.






45. Based on intuition and emotion






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






47. 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)






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






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






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