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 strenght of positive relations within a team






3. Your Best Alternative To a Negotiated Agreement






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






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






6. The process of drawing logical conclusions






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






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






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






10. 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






11. Making projections about future outcomes






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






13. 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






14. Expand the amount of available resources






15. Members who are attracted to the group






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






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






18. Based on intuition and emotion






19. Means by which people influence others






20. 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






21. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options






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






23. Working less hard in a group






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






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






26. 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!)






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






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






29. Working harder in a group






30. '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






31. 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






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






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






34. What you say you want - your solution






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






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






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






38. Unable to acces knowledge when we need it






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






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






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






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






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






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






45. Members who are attracted to particular members






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






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






48. Out of the box thinking






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






50. 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.