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






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






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






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






5. 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






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. The process of drawing logical conclusions






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. Based on intuition and emotion






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






11. 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.






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






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






14. Means by which people influence others






15. 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






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






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






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






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






20. Brainstorming - electronic brainstorming - surveys






21. Proceed towards one answer






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






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 total of the gains earned by each party in the negotiation






25. What you say you want - your solution






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






27. 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






28. Based on rational and deliberate thoughts






29. Clients are treated like partners






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






31. The strenght of positive relations within a team






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






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






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






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






36. See invalid correlations between events






37. Expand the amount of available resources






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






39. Unable to acces knowledge when we need it






40. 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






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






42. Out of the box thinking






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






44. 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!)






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






46. Working less hard in a group






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






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






49. 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






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