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. 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






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






3. 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)






4. Your Best Alternative To a Negotiated Agreement






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






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






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






8. Making projections about future outcomes






9. One that calls into question anothers character






10. 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!)






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






12. The union of both parties issue sets






13. '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






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






15. 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






16. Means by which people influence others






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






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






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






20. If we reach agreement - we commit to some option






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






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






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






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






25. reliability - mutual acceptance - emotions






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






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






28. Proceed towards one answer






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






30. Based on consistency of behvior






31. 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.






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






33. Negotiators thinking they are revealing more information that they actually are






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






35. See invalid correlations between events






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






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






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






39. Making concessions on issues before they are even requested






40. Expand the amount of available resources






41. What you say you want - your solution






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






43. Form of hypothesis testing - or trial and error






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






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






46. 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






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






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






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






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






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