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






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






3. Unable to acces knowledge when we need it






4. Working less hard in a group






5. Making concessions on issues before they are even requested






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






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






8. 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.






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






10. One that calls into question anothers character






11. See invalid correlations between events






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






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






14. 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






15. Based on intuition and emotion






16. Form of hypothesis testing - or trial and error






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






18. Working harder in a group






19. 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






20. Members who are attracted to particular members






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






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






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






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






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






26. The process of drawing logical conclusions






27. Clients are treated like partners






28. 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!)






29. Making projections about future outcomes






30. The strenght of positive relations within a team






31. 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.






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






33. Out of the box thinking






34. The union of both parties issue sets






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






36. What you say you want - your solution






37. 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)






38. 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






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






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






41. Members who are attracted to the group






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






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






44. 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






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






46. 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






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






48. reliability - mutual acceptance - emotions






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






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