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 ability to change a losing coalition into winning coalition






2. 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






3. Clients are treated like partners






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






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






6. 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)






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






8. '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






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






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






11. 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






12. One that calls into question anothers character






13. 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






14. 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






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






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






17. Members who are attracted to particular members






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






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






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






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






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






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






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






25. The strenght of positive relations within a team






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






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






28. 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






29. 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






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






31. Based on rational and deliberate thoughts






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






33. Unable to acces knowledge when we need it






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






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






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






37. Based on intuition and emotion






38. What you really care about - wants needs etc






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






40. Your Best Alternative To a Negotiated Agreement






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






42. reliability - mutual acceptance - emotions






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






44. Making projections about future outcomes






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






46. The process of drawing logical conclusions






47. Proceed towards one answer






48. The union of both parties issue sets






49. 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.






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