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 less hard in a group






2. Your Best Alternative To a Negotiated Agreement






3. Based on consistency of behvior






4. The process of drawing logical conclusions






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






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






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






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






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






10. 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






11. 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






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






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






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






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






16. Members who are attracted to the group






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






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






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






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






21. Based on intuition and emotion






22. What you say you want - your solution






23. Means by which people influence others






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






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






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






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






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






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






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






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






32. Form of hypothesis testing - or trial and error






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






34. 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.






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






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






37. Based on rational and deliberate thoughts






38. The union of both parties issue sets






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






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






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






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






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






44. 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






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






46. Expand the amount of available resources






47. '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






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






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. Clients are treated like partners