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






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






3. 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






4. 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.






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






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






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






8. One that calls into question anothers character






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






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






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






12. Working less hard in a group






13. The process of drawing logical conclusions






14. Expand the amount of available resources






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






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






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






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






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






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






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






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






23. The strenght of positive relations within a team






24. 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






25. 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!)






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






27. 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






28. 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






29. Brainstorming - electronic brainstorming - surveys






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






31. The union of both parties issue sets






32. Out of the box thinking






33. Members who are attracted to the group






34. Unable to acces knowledge when we need it






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






36. What you say you want - your solution






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






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






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






40. Your Best Alternative To a Negotiated Agreement






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






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






43. See invalid correlations between events






44. 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.






45. 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.






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






47. '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






48. Form of hypothesis testing - or trial and error






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






50. 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