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






2. Means by which people influence others






3. Making projections about future outcomes






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






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






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






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






8. The strenght of positive relations within a team






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






10. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem






11. Based on consistency of behvior






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






13. Based on intuition and emotion






14. 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






15. 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






16. Working harder in a group






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






18. 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.






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






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






21. Being overly affected by form of a presentation of information in negotiation (pay attention to both content and context. even though framing is important - be more aware of the content!)






22. 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






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






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






25. Unable to acces knowledge when we need it






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






27. 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






28. Members who are attracted to the group






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






30. What you say you want - your solution






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






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






33. '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






34. Expand the amount of available resources






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






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






37. Making concessions on issues before they are even requested






38. The process of drawing logical conclusions






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






40. Clients are treated like partners






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






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






43. 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






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






45. Out of the box thinking






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






47. See invalid correlations between events






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






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






50. Members who are attracted to particular members







Sorry!:) No result found.

Can you answer 50 questions in 15 minutes?


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