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






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






3. 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






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






5. Proceed towards one answer






6. See invalid correlations between events






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






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






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






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






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






12. 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






13. 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.






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






15. 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.






16. Means by which people influence others






17. Clients are treated like partners






18. What you really care about - wants needs etc






19. 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






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






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






22. Form of hypothesis testing - or trial and error






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. Based on intuition and emotion






25. 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






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






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






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






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






30. 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.






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






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






33. Out of the box thinking






34. The union of both parties issue sets






35. The strenght of positive relations within a team






36. 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






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






38. Members who are attracted to the group






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






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






41. reliability - mutual acceptance - emotions






42. What you say you want - your solution






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






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






45. Expand the amount of available resources






46. The process of drawing logical conclusions






47. Working harder in a group






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






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






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