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






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






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






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






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






7. 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.






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






9. 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






10. Making projections about future outcomes






11. Proceed towards one answer






12. '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






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






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






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






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






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






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






19. 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






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






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






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






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






24. Your Best Alternative To a Negotiated Agreement






25. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions






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






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






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






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






30. See invalid correlations between events






31. 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






32. Means by which people influence others






33. Unable to acces knowledge when we need it






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






35. 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






36. Based on consistency of behvior






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






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






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






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






41. Clients are treated like partners






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






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






44. 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






45. Making concessions on issues before they are even requested






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






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






48. Based on intuition and emotion






49. 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)






50. The strenght of positive relations within a team