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 ability to change a losing coalition into winning coalition






2. Members who are attracted to particular members






3. Brainstorming - electronic brainstorming - surveys






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






5. 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






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






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






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






9. Based on consistency of behvior






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






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






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






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






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






15. Form of hypothesis testing - or trial and error






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






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






18. 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!)






19. Working harder in a group






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






21. Out of the box thinking






22. Based on intuition and emotion






23. 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






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






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






26. Unable to acces knowledge when we need it






27. 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)






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






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






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






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






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






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






34. 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






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






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






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






38. Making concessions on issues before they are even requested






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






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






41. Your Best Alternative To a Negotiated Agreement






42. Clients are treated like partners






43. 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






44. 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






45. '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






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






47. 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






48. Making projections about future outcomes






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






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