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






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






3. Members who are attracted to particular members






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






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






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






7. Making concessions on issues before they are even requested






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






9. The union of both parties issue sets






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






11. '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






12. 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






13. 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






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






15. 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.






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






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






18. Out of the box thinking






19. Implemented over time in different phases - each phase has own promises and dealings - early phases: become familiar with other's Negotiation Style - Build Trust - Monitor Other party to ensure follow through - Walk away from Disconcerting negotiati






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






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






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






23. Brainstorming - electronic brainstorming - surveys






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






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






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






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






28. Based on consistency of behvior






29. What you really care about - wants needs etc






30. Based on rational and deliberate thoughts






31. See invalid correlations between events






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






33. 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






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






35. Working less hard in a group






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






37. 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






38. What you say you want - your solution






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






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






41. One that calls into question anothers character






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






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






44. Based on intuition and emotion






45. The process of drawing logical conclusions






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






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






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






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






50. reliability - mutual acceptance - emotions