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. Means by which people influence others






2. The union of both parties issue sets






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






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






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






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






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






8. Working harder in a group






9. 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.






10. 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






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






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






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






14. Brainstorming - electronic brainstorming - surveys






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






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






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






18. 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






19. '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






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






21. 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.






22. Your Best Alternative To a Negotiated Agreement






23. Proceed towards one answer






24. Expand the amount of available resources






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






26. Out of the box thinking






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






28. What you say you want - your solution






29. 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






30. Working less hard in a group






31. Unable to acces knowledge when we need it






32. Members who are attracted to the group






33. Based on rational and deliberate thoughts






34. Making projections about future outcomes






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






36. reliability - mutual acceptance - emotions






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






38. Making concessions on issues before they are even requested






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






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






41. 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






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






43. 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






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






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






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






47. Based on intuition and emotion






48. Clients are treated like partners






49. Members who are attracted to particular members






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