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. 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






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






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






4. The process of drawing logical conclusions






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






6. Members who are attracted to particular members






7. 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






8. 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






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






10. Working less hard in a group






11. The strenght of positive relations within a team






12. Means by which people influence others






13. 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






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






15. What you say you want - your solution






16. 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






17. Unable to acces knowledge when we need it






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






19. Working harder in a group






20. What you really care about - wants needs etc






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






22. Expand the amount of available resources






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






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






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






26. Based on consistency of behvior






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






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






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






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






31. One that calls into question anothers character






32. 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.






33. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)






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






35. 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.






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






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






38. Making concessions on issues before they are even requested






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






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






41. Out of the box thinking






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






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






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






46. reliability - mutual acceptance - emotions






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






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






49. Your Best Alternative To a Negotiated Agreement






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