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. Basic human motive concerning preservation of the self versus collective






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






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






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






7. Based on intuition and emotion






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






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






10. What you say you want - your solution






11. Working harder in a group






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






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






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






15. 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






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






17. '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






18. Out of the box thinking






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






21. Members who are attracted to the group






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






23. Based on rational and deliberate thoughts






24. 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






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






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






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






28. What you really care about - wants needs etc






29. Proceed towards one answer






30. Clients are treated like partners






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






32. 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






33. 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






34. The strenght of positive relations within a team






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






36. The union of both parties issue sets






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






38. Working less hard in a group






39. Means by which people influence others






40. reliability - mutual acceptance - emotions






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






42. Based on consistency of behvior






43. 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.






44. One that calls into question anothers character






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






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






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






48. 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






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






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