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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. 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!)






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






3. Proceed towards one answer






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






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






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






7. Working less hard in a group






8. The strenght of positive relations within a team






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






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






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






12. reliability - mutual acceptance - emotions






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






14. Working harder in a group






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






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






17. Based on consistency of behvior






18. The union of both parties issue sets






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






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






21. 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






22. '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






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






24. Means by which people influence others






25. See invalid correlations between events






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






27. 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.






28. 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.






29. Members who are attracted to particular members






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






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






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






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






34. 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






35. 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






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






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






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






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






40. Unable to acces knowledge when we need it






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






42. 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






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






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






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






46. The process of drawing logical conclusions






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






48. Brainstorming - electronic brainstorming - surveys






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






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







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Can you answer 50 questions in 15 minutes?


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