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. The union of both parties issue sets






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






3. Based on consistency of behvior






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






5. Based on rational and deliberate thoughts






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






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






8. 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!)






9. The strenght of positive relations within a team






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






11. Clients are treated like partners






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






13. 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.






14. Your Best Alternative To a Negotiated Agreement






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






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






17. Unable to acces knowledge when we need it






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






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






20. reliability - mutual acceptance - emotions






21. 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.






22. Making projections about future outcomes






23. 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






24. 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






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






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






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






28. 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)






29. 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






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






31. 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






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






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






34. 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






35. Members who are attracted to particular members






36. 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






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






38. Working less hard in a group






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






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






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






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






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






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






45. 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






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






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






48. The process of drawing logical conclusions






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






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