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






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






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






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






5. What you say you want - your solution






6. '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






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






8. Your Best Alternative To a Negotiated Agreement






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






10. 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






11. 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






12. Members who are attracted to particular members






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






14. The process of drawing logical conclusions






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






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






17. 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!)






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






19. Based on rational and deliberate thoughts






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






21. The union of both parties issue sets






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






23. 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






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






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






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






27. 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)






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






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






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






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






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






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






34. See invalid correlations between events






35. Unable to acces knowledge when we need it






36. Form of hypothesis testing - or trial and error






37. 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






38. Means by which people influence others






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






40. Members who are attracted to the group






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






42. One that calls into question anothers character






43. Out of the box thinking






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






45. 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






46. The most common cause of transactional entrapment - E.g. Dollar auction- auctioneer accepts bid for a one dollar bill. second highest bidder must also pay the bid. Biggest problem is the reluctance to cut losses once the commitment is made.






47. Clients are treated like partners






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






49. 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.






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