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. Working less hard in a group






2. See invalid correlations between events






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






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






5. 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.






6. Based on rational and deliberate thoughts






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






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






9. Means by which people influence others






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






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






12. Making projections about future outcomes






13. 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)






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






15. Clients are treated like partners






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






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






18. 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






19. Expand the amount of available resources






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






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






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






23. Brainstorming - electronic brainstorming - surveys






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






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






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






27. Based on consistency of behvior






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






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






30. '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






31. The process of drawing logical conclusions






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






33. Based on intuition and emotion






34. 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!)






35. Members who are attracted to the group






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






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






38. 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






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






40. Members who are attracted to particular members






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






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






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






44. The strenght of positive relations within a team






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






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






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






49. Proceed towards one answer






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