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. Working less hard in a group






2. 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






3. Expand the amount of available resources






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






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






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






7. Proceed towards one answer






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






9. 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.






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






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






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






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






14. 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.






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






16. 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!)






17. What you really care about - wants needs etc






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






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






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






21. The union of both parties issue sets






22. Form of hypothesis testing - or trial and error






23. Unable to acces knowledge when we need it






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






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






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






27. Making concessions on issues before they are even requested






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






29. Based on intuition and emotion






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






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






32. 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






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






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






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






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






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






38. 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






39. 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.






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






41. Members who are attracted to the group






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






43. Means by which people influence others






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






45. 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






46. One that calls into question anothers character






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






48. Based on rational and deliberate thoughts






49. reliability - mutual acceptance - emotions






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