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






2. 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






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






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






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






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






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






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






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






10. What can i do if i walk away without agreement? which is best






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






12. What you really care about - wants needs etc






13. 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






14. 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






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






16. Brainstorming - electronic brainstorming - surveys






17. Out of the box thinking






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






19. Making projections about future outcomes






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






21. 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






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






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






24. Working harder in a group






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






26. 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






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






28. Someone who is too concerned with win-win negotiations they forget to claim resources






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






30. 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)






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






32. The process of drawing logical conclusions






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






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






35. 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






36. One that calls into question anothers character






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






38. 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!)






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






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






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






42. reliability - mutual acceptance - emotions






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






44. Expand the amount of available resources






45. The union of both parties issue sets






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






47. Based on rational and deliberate thoughts






48. See invalid correlations between events






49. 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






50. 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