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. Do not be disclosing - Learn interests - BATNA - etc. of other side - Establishing an anchor - Offering concessions grudgingly - Presenting deadlines to create urgency - Offering multiple proposals to provide option - Signal interest in closing the d






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






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






4. 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)






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






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






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






8. 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.






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






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






11. '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






12. 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






13. Out of the box thinking






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






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






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






17. Means by which people influence others






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






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






20. Clients are treated like partners






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






22. Members who are attracted to particular members






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






24. Form of hypothesis testing - or trial and error






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






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






27. The tendency to treat chance events as though they have a built in evening out mechanism






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






29. Based on consistency of behvior






30. The union of both parties issue sets






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






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






33. Members who are attracted to the group






34. The process of drawing logical conclusions






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






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






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






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






39. 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






40. Brainstorming - electronic brainstorming - surveys






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






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






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






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






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






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






47. What you really care about - wants needs etc






48. Proceed towards one answer






49. Making projections about future outcomes






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