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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. 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






2. Clients are treated like partners






3. What you really care about - wants needs etc






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






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






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






7. Based on consistency of behvior






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. reliability - mutual acceptance - emotions






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






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






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






13. Your Best Alternative To a Negotiated Agreement






14. 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






15. 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






16. 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






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






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






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






20. The strenght of positive relations within a team






21. 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






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






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






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






25. Unable to acces knowledge when we need it






26. Working harder in a group






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






28. '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






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






30. Members who are attracted to the group






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






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






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






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






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






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






37. 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.






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






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






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






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






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






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






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






45. 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)






46. Based on rational and deliberate thoughts






47. Making concessions on issues before they are even requested






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






49. 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






50. Proceed towards one answer







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Can you answer 50 questions in 15 minutes?


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