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






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






3. Working harder in a group






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






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






6. reliability - mutual acceptance - emotions






7. 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)






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






9. Out of the box thinking






10. Based on intuition and emotion






11. 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






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






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






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






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






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






17. Clients are treated like partners






18. '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






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






20. Based on rational and deliberate thoughts






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






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






24. The derivation of group preference from individual preference is indeterminate






25. 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






26. Unable to acces knowledge when we need it






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






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






29. Working less hard in a group






30. Form of hypothesis testing - or trial and error






31. What you say you want - your solution






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






33. The union of both parties issue sets






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






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






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






37. 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






38. Your Best Alternative To a Negotiated Agreement






39. Brainstorming - electronic brainstorming - surveys






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






41. 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






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






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






44. Expand the amount of available resources






45. 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






46. 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






47. Members who are attracted to the group






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






49. 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






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