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. Listening actively and empathetically to whatever the other party says






2. Your Best Alternative To a Negotiated Agreement






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






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






5. 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






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






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






8. 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






9. Clients are treated like partners






10. Members who are attracted to particular members






11. Out of the box thinking






12. Members who are attracted to the group






13. Brainstorming - electronic brainstorming - surveys






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






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






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






17. Means by which people influence others






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






19. Working harder in a group






20. Making concessions on issues before they are even requested






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






22. The strenght of positive relations within a team






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






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






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






26. 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






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






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






29. 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






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






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






32. Proceed towards one answer






33. 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.






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






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






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






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






39. 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!)






40. Working less hard in a group






41. Based on consistency of behvior






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






43. reliability - mutual acceptance - emotions






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






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






46. Unable to acces knowledge when we need it






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






48. '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






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






50. See invalid correlations between events