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. What you really care about - wants needs etc






2. 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)






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. 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






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






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






7. 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!)






8. One that calls into question anothers character






9. 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






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






11. '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






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






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






14. Form of hypothesis testing - or trial and error






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






16. Making concessions on issues before they are even requested






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






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






19. Based on rational and deliberate thoughts






20. Working harder in a group






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






22. 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






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






24. Your Best Alternative To a Negotiated Agreement






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






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






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






28. Means by which people influence others






29. 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






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






31. 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.






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






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






34. Members who are attracted to the group






35. Based on intuition and emotion






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






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






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






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






40. 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






41. Expand the amount of available resources






42. 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






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






44. Unable to acces knowledge when we need it






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






46. Based on consistency of behvior






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






48. 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.






49. See invalid correlations between events






50. The strenght of positive relations within a team