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






2. The union of both parties issue sets






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






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






5. Out of the box thinking






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






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






8. Working harder in a group






9. What you really care about - wants needs etc






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






11. 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






12. 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






13. Based on rational and deliberate thoughts






14. Means by which people influence others






15. Members who are attracted to particular members






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






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






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






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






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






21. Members who are attracted to the group






22. The strenght of positive relations within a team






23. Expand the amount of available resources






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






25. Making concessions on issues before they are even requested






26. Form of hypothesis testing - or trial and error






27. The process of drawing logical conclusions






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






29. reliability - mutual acceptance - emotions






30. What you say you want - your solution






31. 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






32. Proceed towards one answer






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






34. Based on consistency of behvior






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






36. 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






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






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






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






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






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






42. 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






43. 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






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






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






46. 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.






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






48. 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.






49. One that calls into question anothers character






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