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






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






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






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






5. 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






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






7. Means by which people influence others






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






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






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






11. Expand the amount of available resources






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






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






14. What you say you want - your solution






15. Working less hard in a group






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






17. 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)






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






19. Members who are attracted to the group






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






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






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






23. 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.






24. Out of the box thinking






25. Your Best Alternative To a Negotiated Agreement






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






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






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






29. '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






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






31. Working harder in a group






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






33. 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






34. The strenght of positive relations within a team






35. Making projections about future outcomes






36. Brainstorming - electronic brainstorming - surveys






37. 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






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






39. 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.






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






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






42. 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






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






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






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






46. What you really care about - wants needs etc






47. 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






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






49. The process of drawing logical conclusions






50. 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