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. Grounded in complete empathy with another persons desires and intentions






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






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






4. 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






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






6. Expand the amount of available resources






7. Based on intuition and emotion






8. 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






9. Members who are attracted to the group






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






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






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






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






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






15. Out of the box thinking






16. 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






17. What you really care about - wants needs etc






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






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






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






21. 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.






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






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






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






25. reliability - mutual acceptance - emotions






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






27. Making concessions on issues before they are even requested






28. Making projections about future outcomes






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






30. Based on rational and deliberate thoughts






31. '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






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






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






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






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






36. Based on consistency of behvior






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






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






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






40. 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






41. 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)






42. 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!)






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






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






45. Your Best Alternative To a Negotiated Agreement






46. 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






47. One that calls into question anothers character






48. Working harder in a group






49. 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






50. 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.