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






2. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options






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






4. Based on intuition and emotion






5. Making concessions on issues before they are even requested






6. Working less hard in a group






7. Members who are attracted to the group






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






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. Based on rational and deliberate thoughts






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






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






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






14. 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






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






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






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






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






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






20. Out of the box thinking






21. 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.






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






23. 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.






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






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






26. What you really care about - wants needs etc






27. The strenght of positive relations within a team






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






29. See invalid correlations between events






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






31. 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)






32. Means by which people influence others






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






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






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






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






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






39. Expand the amount of available resources






40. Working harder in a group






41. What you say you want - your solution






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






43. 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






44. Unable to acces knowledge when we need it






45. Form of hypothesis testing - or trial and error






46. Based on consistency of behvior






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






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






49. reliability - mutual acceptance - emotions






50. The process of drawing logical conclusions