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






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






3. Brainstorming - electronic brainstorming - surveys






4. Proceed towards one answer






5. 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






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






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






8. Based on consistency of behvior






9. One that calls into question anothers character






10. The process of drawing logical conclusions






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






12. Means by which people influence others






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






14. Form of hypothesis testing - or trial and error






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






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






17. Working harder in a group






18. Members who are attracted to the group






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






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






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






22. 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






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






24. Unable to acces knowledge when we need it






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






26. Working less hard in a group






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






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






29. Making projections about future outcomes






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






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






32. See invalid correlations between events






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






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






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






36. Based on intuition and emotion






37. The strenght of positive relations within a team






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






39. 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.






40. Out of the box thinking






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






42. 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!)






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






44. What you say you want - your solution






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






47. Making concessions on issues before they are even requested






48. 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






49. 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






50. Your Best Alternative To a Negotiated Agreement