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. 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






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






3. Based on consistency of behvior






4. See invalid correlations between events






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






6. Working less hard in a group






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






8. Based on intuition and emotion






9. Clients are treated like partners






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






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






12. 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.






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






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






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






16. Form of hypothesis testing - or trial and error






17. 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






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






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. Grounded in complete empathy with another persons desires and intentions






21. 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






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






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






24. Making concessions on issues before they are even requested






25. 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






26. Means by which people influence others






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






28. 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






29. Expand the amount of available resources






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






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






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






33. 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






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






35. 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






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






37. Your Best Alternative To a Negotiated Agreement






38. Out of the box thinking






39. Working harder in a group






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






41. '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






42. Members who are attracted to the group






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






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






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






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






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






48. Making projections about future outcomes






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






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