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






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






3. 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)






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






5. Brainstorming - electronic brainstorming - surveys






6. Form of hypothesis testing - or trial and error






7. One that calls into question anothers character






8. What you really care about - wants needs etc






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






10. Goals and interests related to: Gain - relationship - identity - process






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






12. See invalid correlations between events






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






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






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






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






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






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






19. The process of drawing logical conclusions






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






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






23. 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






24. 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






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






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






27. Your Best Alternative To a Negotiated Agreement






28. Working less hard in a group






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






30. Based on consistency of behvior






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






32. 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






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






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






35. 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






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






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






38. What you say you want - your solution






39. 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






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






41. 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






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






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






44. Clients are treated like partners






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






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






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






48. Based on intuition and emotion






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






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