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. 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






2. People tend to base behavior on readily understood terms such as percentages. Exp All other things being equal ( quality of product - the store - service - etc)more people are willing to suffer the same inconveniences to save $30 on a $70 item than t






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






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






5. Making concessions on issues before they are even requested






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






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






8. The union of both parties issue sets






9. 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






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






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






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






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






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






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






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






17. What you say you want - your solution






18. Clients are treated like partners






19. Means by which people influence others






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






21. What you really care about - wants needs etc






22. Members who are attracted to the group






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






24. Proceed towards one answer






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






26. Form of hypothesis testing - or trial and error






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






28. The strenght of positive relations within a team






29. 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






30. 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






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






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






33. Based on rational and deliberate thoughts






34. Members who are attracted to particular members






35. Working harder in a group






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






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






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






39. See invalid correlations between events






40. 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!)






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






42. 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)






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






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






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






46. Brainstorming - electronic brainstorming - surveys






47. '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






48. One that calls into question anothers character






49. Unable to acces knowledge when we need it






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







Sorry!:) No result found.

Can you answer 50 questions in 15 minutes?


Let me suggest you:

Browse all subjects

Browse all tests

Most popular tests



Major Subjects

Tests & Exams


AP
CLEP
DSST
GRE
SAT
GMAT

Browse all subjects

Browse all tests

Most popular tests