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






2. The union of both parties issue sets






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






4. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.






5. If we reach agreement - we commit to some option






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






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






8. 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.






9. 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)






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






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






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






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






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






15. Based on consistency of behvior






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






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






18. 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






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






20. 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






21. What you really care about - wants needs etc






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






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






24. Based on rational and deliberate thoughts






25. The strenght of positive relations within a team






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






27. Making projections about future outcomes






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






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






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






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






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






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






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






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






36. What you say you want - your solution






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






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






39. Clients are treated like partners






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






41. Brainstorming - electronic brainstorming - surveys






42. The process of drawing logical conclusions






43. 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!)






44. Members who are attracted to particular members






45. Members who are attracted to the group






46. Out of the box thinking






47. 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






48. Making concessions on issues before they are even requested






49. Unable to acces knowledge when we need it






50. One that calls into question anothers character