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






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






3. Working harder in a group






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






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






6. Based on intuition and emotion






7. One that calls into question anothers character






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






9. '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






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






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






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






13. 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






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






15. Based on consistency of behvior






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. 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






18. 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)






19. Unable to acces knowledge when we need it






20. 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






21. Members who are attracted to the group






22. 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






23. Out of the box thinking






24. Working less hard in a group






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






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






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






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






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






30. The strenght of positive relations within a team






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






32. Your Best Alternative To a Negotiated Agreement






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






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






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






36. Based on rational and deliberate thoughts






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






38. The process of drawing logical conclusions






39. Means by which people influence others






40. What you really care about - wants needs etc






41. 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






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






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






44. 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






45. 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






46. 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.






47. Making concessions on issues before they are even requested






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






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






50. reliability - mutual acceptance - emotions