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






2. What you really care about - wants needs etc






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






4. Proceed towards one answer






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






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






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






8. One that calls into question anothers character






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






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






11. Clients are treated like partners






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






13. Form of hypothesis testing - or trial and error






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






15. See invalid correlations between events






16. Based on intuition and emotion






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






18. 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






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






20. Based on consistency of behvior






21. Members who are attracted to the group






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






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






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






25. 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






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






27. 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






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






29. 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






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






31. Means by which people influence others






32. 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.






33. If we reach agreement - we commit to some option






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






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






36. Members who are attracted to particular members






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






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






39. 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






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






41. 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






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






43. Your Best Alternative To a Negotiated Agreement






44. What you say you want - your solution






45. Expand the amount of available resources






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






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






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






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






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