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






2. 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






3. What you really care about - wants needs etc






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






5. 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






6. 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






7. 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






8. Making concessions on issues before they are even requested






9. See invalid correlations between events






10. Form of hypothesis testing - or trial and error






11. The strenght of positive relations within a team






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






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






14. The union of both parties issue sets






15. 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)






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






17. Means by which people influence others






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






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






20. 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.






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






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






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






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






25. Proceed towards one answer






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






27. Clients are treated like partners






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






29. 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.






30. Brainstorming - electronic brainstorming - surveys






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






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






33. 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.






34. 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






35. 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






36. 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






37. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests






38. The process of drawing logical conclusions






39. Working harder in a group






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






41. reliability - mutual acceptance - emotions






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






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






44. '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






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






46. Expand the amount of available resources






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






48. 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






49. Unable to acces knowledge when we need it






50. Based on intuition and emotion