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. Listening actively and empathetically to whatever the other party says






2. '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






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






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






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






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






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






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






9. 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






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






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






12. 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!)






13. Brainstorming - electronic brainstorming - surveys






14. Based on consistency of behvior






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






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






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






18. What you really care about - wants needs etc






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






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






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






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






23. 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






24. Proceed towards one answer






25. Expand the amount of available resources






26. 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)






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






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






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






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






31. The union of both parties issue sets






32. 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






33. 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






34. The strenght of positive relations within a team






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






36. 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.






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






38. One that calls into question anothers character






39. Your Best Alternative To a Negotiated Agreement






40. 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






41. Division of large - all encompassing issues into smaller more manageable ones






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






43. 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






44. The process of drawing logical conclusions






45. Unable to acces knowledge when we need it






46. Means by which people influence others






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






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






49. See invalid correlations between events






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