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. The strenght of positive relations within a team






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






3. 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






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






5. 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






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






7. 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)






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






9. Brainstorming - electronic brainstorming - surveys






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






11. Based on consistency of behvior






12. 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






13. 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






14. The union of both parties issue sets






15. 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






16. One that calls into question anothers character






17. The process of drawing logical conclusions






18. 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.






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






20. Making concessions on issues before they are even requested






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






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






23. Working harder in a group






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






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






26. Out of the box thinking






27. 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






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






29. 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!)






30. See invalid correlations between events






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






32. Clients are treated like partners






33. Proceed towards one answer






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






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






36. Based on rational and deliberate thoughts






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






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






39. 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






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






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






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






43. Making projections about future outcomes






44. Members who are attracted to particular members






45. Means by which people influence others






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. If we reach agreement - we commit to some option






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






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






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