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. The strenght of positive relations within a team






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






3. Clients are treated like partners






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






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






6. 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






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






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






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






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






11. Members who are attracted to the group






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






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






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






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






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






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






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






19. Someone who is too concerned with win-win negotiations they forget to claim resources






20. 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






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






22. 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






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






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






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






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. 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.






28. Out of the box thinking






29. Based on rational and deliberate thoughts






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






31. What you say you want - your solution






32. 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






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






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






35. The process of drawing logical conclusions






36. Proceed towards one answer






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






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






39. Making projections about future outcomes






40. Members who are attracted to particular members






41. 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






42. 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






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






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






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






46. 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.






47. The union of both parties issue sets






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






49. See invalid correlations between events






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