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. Brainstorming - electronic brainstorming - surveys






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






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






4. Out of the box thinking






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






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






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






8. Based on consistency of behvior






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






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






11. reliability - mutual acceptance - emotions






12. 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






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






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






15. Your Best Alternative To a Negotiated Agreement






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






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






18. 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)






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






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. The union of both parties issue sets






22. 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.






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






24. 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






25. '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






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






27. Members who are attracted to the group






28. Members who are attracted to particular members






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






30. One that calls into question anothers character






31. 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






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






33. Making projections about future outcomes






34. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior






35. 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






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






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






38. 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






39. 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!)






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






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






42. Means by which people influence others






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






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






45. 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






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






47. Proceed towards one answer






48. Working harder in a group






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






50. The process of drawing logical conclusions