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






2. reliability - mutual acceptance - emotions






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






4. 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






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






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






7. Clients are treated like partners






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






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






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






11. Form of hypothesis testing - or trial and error






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






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






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






15. Making projections about future outcomes






16. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference






17. Out of the box thinking






18. 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






19. Based on rational and deliberate thoughts






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






21. Making concessions on issues before they are even requested






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






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






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






25. Working less hard in a group






26. Your Best Alternative To a Negotiated Agreement






27. What you say you want - your solution






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






29. The strenght of positive relations within a team






30. 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






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






32. The process of drawing logical conclusions






33. 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






34. 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






35. 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






36. Members who are attracted to particular members






37. 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.






38. Working harder in a group






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






40. '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






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






42. Unable to acces knowledge when we need it






43. 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.






44. 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






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






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






47. Proceed towards one answer






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






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






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