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. Working harder in a group






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






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






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






6. What you say you want - your solution






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






8. 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






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






10. Based on rational and deliberate thoughts






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






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






13. Out of the box thinking






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






15. 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.






16. Based on consistency of behvior






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






18. '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






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






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






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






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






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






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






25. Making concessions on issues before they are even requested






26. 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.






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






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






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






30. Proceed towards one answer






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






32. The union of both parties issue sets






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






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






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






36. 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






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






38. The strenght of positive relations within a team






39. Your Best Alternative To a Negotiated Agreement






40. Brainstorming - electronic brainstorming - surveys






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






42. 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






43. Unable to acces knowledge when we need it






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






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






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






47. 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






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






49. 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






50. What you really care about - wants needs etc