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






2. 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






3. Form of hypothesis testing - or trial and error






4. Members who are attracted to particular members






5. Members who are attracted to the group






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






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






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






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






10. Means by which people influence others






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






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






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






14. See invalid correlations between events






15. What you say you want - your solution






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






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






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






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






20. 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!)






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






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






23. Brainstorming - electronic brainstorming - surveys






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






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






26. Making concessions on issues before they are even requested






27. 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






28. 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






29. The process of drawing logical conclusions






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






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






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






33. Based on intuition and emotion






34. 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.






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. 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






37. The union of both parties issue sets






38. Working harder in a group






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






40. Making projections about future outcomes






41. 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.






42. 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.






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






44. Do not be disclosing - Learn interests - BATNA - etc. of other side - Establishing an anchor - Offering concessions grudgingly - Presenting deadlines to create urgency - Offering multiple proposals to provide option - Signal interest in closing the d






45. 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






46. Unable to acces knowledge when we need it






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






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






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






50. Your Best Alternative To a Negotiated Agreement