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. Making projections about future outcomes






2. 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






3. 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)






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






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






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






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






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






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






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






12. Based on consistency of behvior






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






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






15. 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






16. Making concessions on issues before they are even requested






17. 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






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






19. Brainstorming - electronic brainstorming - surveys






20. Based on rational and deliberate thoughts






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






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






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






25. Listening actively and empathetically to whatever the other party says






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






27. One that calls into question anothers character






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






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






30. Expand the amount of available resources






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






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






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






34. 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.






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






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






37. Working less hard in a group






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






39. The frequency with which some event or pattern occurs in the general population






40. What you say you want - your solution






41. Clients are treated like partners






42. 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






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






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






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






46. 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






47. 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






48. reliability - mutual acceptance - emotions






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






50. Proceed towards one answer