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






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






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






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






5. 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.






6. 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






7. Based on consistency of behvior






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






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






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






11. See invalid correlations between events






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






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






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






15. Members who are attracted to the group






16. Making concessions on issues before they are even requested






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






18. Expand the amount of available resources






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






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






21. Proceed towards one answer






22. Members who are attracted to particular members






23. Working harder in a group






24. Working less hard in a group






25. 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






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






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






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






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






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






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






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






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






34. Out of the box thinking






35. 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






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






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






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






39. Clients are treated like partners






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






41. Brainstorming - electronic brainstorming - surveys






42. What you really care about - wants needs etc






43. 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






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






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






46. 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






47. Based on rational and deliberate thoughts






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






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






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