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






2. 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.






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






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






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






6. Unable to acces knowledge when we need it






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






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






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






10. Means by which people influence others






11. 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






12. 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






13. 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






14. Working less hard in a group






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






17. Making concessions on issues before they are even requested






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






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






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






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






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






23. Out of the box thinking






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






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






26. '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






27. 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)






28. Based on rational and deliberate thoughts






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






30. 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






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






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






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






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






35. Members who are attracted to the group






36. Form of hypothesis testing - or trial and error






37. 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






38. What you really care about - wants needs etc






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






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






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






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






43. Expand the amount of available resources






44. Members who are attracted to particular members






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






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






47. The union of both parties issue sets






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






49. Clients are treated like partners






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