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






2. Members who are attracted to particular members






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






4. 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






5. 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






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






7. Working less hard in a group






8. Out of the box thinking






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






10. Based on consistency of behvior






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






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






13. 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






14. The process of drawing logical conclusions






15. Your Best Alternative To a Negotiated Agreement






16. 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






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






18. Making concessions on issues before they are even requested






19. 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






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






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






22. What you really care about - wants needs etc






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






24. Unable to acces knowledge when we need it






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






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






27. What you say you want - your solution






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






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






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






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






32. 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






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






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






35. Based on rational and deliberate thoughts






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






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






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






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






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






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






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. '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






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






46. Brainstorming - electronic brainstorming - surveys






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






48. 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)






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






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