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






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






3. 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.






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






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






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






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






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






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






10. 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






11. Your Best Alternative To a Negotiated Agreement






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






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






14. Working less hard in a group






15. One that calls into question anothers character






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






17. Based on intuition and emotion






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






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






20. 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






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






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






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






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






25. 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






26. Out of the box thinking






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






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






29. Unable to acces knowledge when we need it






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






31. See invalid correlations between events






32. 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






33. Making projections about future outcomes






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






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






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






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






38. Brainstorming - electronic brainstorming - surveys






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






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






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






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






43. 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)






44. 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






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






46. What you say you want - your solution






47. The strenght of positive relations within a team






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






49. reliability - mutual acceptance - emotions






50. Expand the amount of available resources