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






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






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






4. Members who are attracted to the group






5. Working less hard in a group






6. 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






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






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






9. Your Best Alternative To a Negotiated Agreement






10. Making projections about future outcomes






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






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






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






14. What you say you want - your solution






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






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






17. Out of the box thinking






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






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






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






21. Expand the pie - Logroll-finding different issues and prioritize them. End up with a highly preferred outcome - Compensation(not integrative)- agreeing to ones objectives and accommodating the others interests - cut the costs for compliance-ones obje






22. See invalid correlations between events






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






24. 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.






25. 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)






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






27. '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






28. 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






29. 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






30. Based on rational and deliberate thoughts






31. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer






32. The process of drawing logical conclusions






33. Form of hypothesis testing - or trial and error






34. The union of both parties issue sets






35. 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






36. Making concessions on issues before they are even requested






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






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






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






40. 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






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






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






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






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






45. 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






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






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






48. reliability - mutual acceptance - emotions






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






50. 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.