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. 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.






2. One that calls into question anothers character






3. Making projections about future outcomes






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






5. Form of hypothesis testing - or trial and error






6. 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.






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






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






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






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






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






12. 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






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






14. 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






15. Making concessions on issues before they are even requested






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






17. '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






18. 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.






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






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






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






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






23. 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






24. 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






25. See invalid correlations between events






26. Members who are attracted to the group






27. reliability - mutual acceptance - emotions






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






29. 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






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






31. 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






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






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






34. The process of drawing logical conclusions






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






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






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






38. Proceed towards one answer






39. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation






40. Unable to acces knowledge when we need it






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






42. Working less hard in a group






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






44. Members who are attracted to particular members






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






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






47. Based on consistency of behvior






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






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






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