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. 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






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






3. Working less hard in a group






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






5. 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






6. 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






7. Based on rational and deliberate thoughts






8. Members who are attracted to the group






9. The process of drawing logical conclusions






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






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






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






13. Clients are treated like partners






14. The strenght of positive relations within a team






15. 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






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






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






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






19. One that calls into question anothers character






20. What you really care about - wants needs etc






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






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






23. Means by which people influence others






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






25. Expand the amount of available resources






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






27. Out of the box thinking






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






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






30. 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.






31. Making projections about future outcomes






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






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






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






35. Your Best Alternative To a Negotiated Agreement






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






37. 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






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






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






40. Proceed towards one answer






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






42. When a problem solver bases a strategy on familiar methods






43. Based on intuition and emotion






44. Members who are attracted to particular members






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






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






47. 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






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






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






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