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. Grounded in complete empathy with another persons desires and intentions






2. Form of hypothesis testing - or trial and error






3. Based on intuition and emotion






4. Prepare self with positive - engaged attitude exp Pike Place Fish market in Seattle - It doesn't matter where you work - you get to choose your attitude ( Nodding your head - removing physical barriers)






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






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






7. See invalid correlations between events






8. 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






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






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






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






12. 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






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






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






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






16. Proceed towards one answer






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






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






19. 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






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






21. Your Best Alternative To a Negotiated Agreement






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






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






24. 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.






25. The process of drawing logical conclusions






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






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






28. Expand the amount of available resources






29. '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






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






31. 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.






32. 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






33. What you say you want - your solution






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






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






36. 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.






37. Based on consistency of behvior






38. Based on rational and deliberate thoughts






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






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






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






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






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






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






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






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






47. One that calls into question anothers character






48. Out of the box thinking






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






50. 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