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. Based on rational and deliberate thoughts






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






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






4. Expand the amount of available resources






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






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






7. Proceed towards one answer






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






9. 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






10. reliability - mutual acceptance - emotions






11. 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






12. Members who are attracted to the group






13. Clients are treated like partners






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






15. Members who are attracted to particular members






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






17. 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






18. The strenght of positive relations within a team






19. Your Best Alternative To a Negotiated Agreement






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






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






23. 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






24. Making concessions on issues before they are even requested






25. Unable to acces knowledge when we need it






26. 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!)






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






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






29. 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)






30. Form of hypothesis testing - or trial and error






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






32. See invalid correlations between events






33. The process of drawing logical conclusions






34. Means by which people influence others






35. 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.






36. 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






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






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






39. One that calls into question anothers character






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






41. Brainstorming - electronic brainstorming - surveys






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






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






44. Out of the box thinking






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






46. Making projections about future outcomes






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






48. What you say you want - your solution






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






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