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. See invalid correlations between events






2. Making concessions on issues before they are even requested






3. Members who are attracted to the group






4. Working less hard in a group






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






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






7. 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






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






9. 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!)






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






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






12. The union of both parties issue sets






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






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






15. 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






16. Form of hypothesis testing - or trial and error






17. Based on rational and deliberate thoughts






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






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






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






21. 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






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






23. Your Best Alternative To a Negotiated Agreement






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






25. Making projections about future outcomes






26. 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.






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






28. 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






29. Members who are attracted to particular members






30. 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






31. 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






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






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






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






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






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






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






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






39. The process of drawing logical conclusions






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






41. '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






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






43. Brainstorming - electronic brainstorming - surveys






44. 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)






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






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






47. 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






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






49. Based on consistency of behvior






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