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. 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






2. 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






3. 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






4. Brainstorming - electronic brainstorming - surveys






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






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






7. 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






8. Believing something is true even after it has been proven not






9. Working less hard in a group






10. 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.






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






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






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






14. Means by which people influence others






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






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






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






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






19. 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






20. Making concessions on issues before they are even requested






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






22. Form of hypothesis testing - or trial and error






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






24. The strenght of positive relations within a team






25. Members who are attracted to the group






26. What you really care about - wants needs etc






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






28. Expand the amount of available resources






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






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






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






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






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






34. 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






35. Based on consistency of behvior






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






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






38. 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.






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






40. Out of the box thinking






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






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






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






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






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






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






47. Making projections about future outcomes






48. 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!)






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






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