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. 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






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






3. 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






4. Form of hypothesis testing - or trial and error






5. See invalid correlations between events






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






7. 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.






8. Based on rational and deliberate thoughts






9. '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






10. Brainstorming - electronic brainstorming - surveys






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






12. Expand the amount of available resources






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






14. reliability - mutual acceptance - emotions






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






16. 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






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






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






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






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






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






23. 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






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






25. Members who are attracted to the group






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






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






28. Working less hard in a group






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






30. One that calls into question anothers character






31. The union of both parties issue sets






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






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






34. 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






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






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






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






38. The strenght of positive relations within a team






39. The process of drawing logical conclusions






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






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






42. 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.






43. Based on consistency of behvior






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






46. Means by which people influence others






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






48. 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






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






50. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem