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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. What you really care about - wants needs etc






2. 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






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






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






5. reliability - mutual acceptance - emotions






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






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






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






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






10. 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.






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






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






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






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






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






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






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






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






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






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






21. 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






22. Members who are attracted to the group






23. The process of drawing logical conclusions






24. Brainstorming - electronic brainstorming - surveys






25. Expand the amount of available resources






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






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






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






29. Means by which people influence others






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






31. The union of both parties issue sets






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






33. Your Best Alternative To a Negotiated Agreement






34. Unable to acces knowledge when we need it






35. See invalid correlations between events






36. Based on rational and deliberate thoughts






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






38. Working harder in a group






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






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






41. The strenght of positive relations within a team






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






43. 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






44. Division of large - all encompassing issues into smaller more manageable ones






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






46. Clients are treated like partners






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






48. Out of the box thinking






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






50. 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






Can you answer 50 questions in 15 minutes?



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