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. 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.






2. 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






3. Your Best Alternative To a Negotiated Agreement






4. What you really care about - wants needs etc






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






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






7. Members who are attracted to the group






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






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






10. Based on rational and deliberate thoughts






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






12. The process of drawing logical conclusions






13. 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






14. Based on consistency of behvior






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






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






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






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






19. Brainstorming - electronic brainstorming - surveys






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






21. Making projections about future outcomes






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






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






24. One that calls into question anothers character






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






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






27. Out of the box thinking






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






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






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






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






33. Working harder in a group






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






35. '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






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






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






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






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






40. 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.






41. The union of both parties issue sets






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






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






44. Means by which people influence others






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. Members who are attracted to particular members






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






48. Based on intuition and emotion






49. 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






50. 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