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






3. 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






4. '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






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






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






7. 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






8. Making concessions on issues before they are even requested






9. 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.






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






11. 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






12. Working harder in a group






13. 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)






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






15. Making projections about future outcomes






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






17. 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






18. Proceed towards one answer






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






20. 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






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






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






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






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






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






26. Form of hypothesis testing - or trial and error






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






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






29. 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






30. 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.






31. See invalid correlations between events






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






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






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






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






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






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






38. One that calls into question anothers character






39. Based on consistency of behvior






40. Means by which people influence others






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






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






43. The process of drawing logical conclusions






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






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






46. The union of both parties issue sets






47. Brainstorming - electronic brainstorming - surveys






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






49. 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






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







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