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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. 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






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






3. reliability - mutual acceptance - emotions






4. 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.






5. The union of both parties issue sets






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






7. 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.






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






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






10. '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






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






12. 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)






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. 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!)






15. See invalid correlations between events






16. 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






17. 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






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






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






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






21. Clients are treated like partners






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






23. Means by which people influence others






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






25. The strenght of positive relations within a team






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






27. Unable to acces knowledge when we need it






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






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






30. Based on intuition and emotion






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






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






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






34. What you really care about - wants needs etc






35. Members who are attracted to particular members






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






37. 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






38. Working less hard in a group






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






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






41. Form of hypothesis testing - or trial and error






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






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






44. Members who are attracted to the group






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






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






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






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






49. Proceed towards one answer






50. 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.






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