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






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






3. Brainstorming - electronic brainstorming - surveys






4. Members who are attracted to the group






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






6. Expand the amount of available resources






7. Clients are treated like partners






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






9. 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






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






11. 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






12. The process of drawing logical conclusions






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






14. 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.






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






16. 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






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






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






19. Out of the box thinking






20. Making projections about future outcomes






21. Based on intuition and emotion






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






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






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






25. What you say you want - your solution






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






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






28. 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






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






30. Your Best Alternative To a Negotiated Agreement






31. Working harder in a group






32. 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






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






34. 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.






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






36. Proceed towards one answer






37. Members who are attracted to particular members






38. reliability - mutual acceptance - emotions






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






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






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






42. 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)






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






44. What you really care about - wants needs etc






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






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






47. 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






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






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






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