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






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






3. Making concessions on issues before they are even requested






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. Basic human motive concerning preservation of the self versus collective






6. What you really care about - wants needs etc






7. Based on rational and deliberate thoughts






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






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






10. 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!)






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






12. reliability - mutual acceptance - emotions






13. Expand the amount of available resources






14. Out of the box thinking






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






16. 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






17. 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.






18. Your Best Alternative To a Negotiated Agreement






19. Working harder in a group






20. Means by which people influence others






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






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






23. 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.






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






25. 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






26. 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






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






28. The strenght of positive relations within a team






29. 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






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






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






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






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






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






35. Unable to acces knowledge when we need it






36. The union of both parties issue sets






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






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






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






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






41. 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.






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






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






44. 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






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






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






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






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






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







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Can you answer 50 questions in 15 minutes?


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