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. Basic human motive concerning preservation of the self versus collective






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






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






5. 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






6. Means by which people influence others






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






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






9. Clients are treated like partners






10. 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.






11. Form of hypothesis testing - or trial and error






12. Based on consistency of behvior






13. 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)






14. '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






15. See invalid correlations between events






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






17. What you really care about - wants needs etc






18. Members who are attracted to the group






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






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






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






22. Based on intuition and emotion






23. 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






24. One that calls into question anothers character






25. 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






26. 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.






27. Making concessions on issues before they are even requested






28. 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






29. Based on rational and deliberate thoughts






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






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






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






33. 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






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






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






36. Making projections about future outcomes






37. 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.






38. The union of both parties issue sets






39. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict






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






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






42. Unable to acces knowledge when we need it






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






44. Expand the amount of available resources






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






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






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






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






49. The strenght of positive relations within a team






50. The process of drawing logical conclusions