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. '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






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






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






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






5. Expand the amount of available resources






6. Proceed towards one answer






7. The strenght of positive relations within a team






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






9. Your Best Alternative To a Negotiated Agreement






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






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






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






13. 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






14. 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






15. reliability - mutual acceptance - emotions






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






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






18. Means by which people influence others






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






20. 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






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






22. Making projections about future outcomes






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






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






25. 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






26. Making concessions on issues before they are even requested






27. Working less hard in a group






28. 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






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






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






31. 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






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






33. Members who are attracted to particular members






34. The union of both parties issue sets






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






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






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






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






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






40. Form of hypothesis testing - or trial and error






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






42. Brainstorming - electronic brainstorming - surveys






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






44. 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






45. Based on intuition and emotion






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






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






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






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






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