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. 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.






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






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






4. Means by which people influence others






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






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






7. One that calls into question anothers character






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






9. Members who are attracted to particular members






10. Clients are treated like partners






11. See invalid correlations between events






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






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






14. 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






15. What you say you want - your solution






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






17. Focus on commonalities - Address need and interests - Commit to meet all parties needs - exchange info and ideas - invent options for mutual gain - use objective criteria to set standards






18. Working less hard in a group






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






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






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






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






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






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






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






26. 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






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






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






29. The union of both parties issue sets






30. Unable to acces knowledge when we need it






31. The strenght of positive relations within a team






32. Brainstorming - electronic brainstorming - surveys






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






34. Based on rational and deliberate thoughts






35. 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






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






37. '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






38. reliability - mutual acceptance - emotions






39. 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)






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






41. Based on consistency of behvior






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






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






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






45. 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






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






47. 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






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






49. What you really care about - wants needs etc






50. Proceed towards one answer