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. Clients are treated like partners






2. See invalid correlations between events






3. Unable to acces knowledge when we need it






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






5. Based on consistency of behvior






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






7. 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






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






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






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






11. The strenght of positive relations within a team






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






13. Members who are attracted to the group






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






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






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






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






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






19. Your Best Alternative To a Negotiated Agreement






20. 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)






21. Making concessions on issues before they are even requested






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






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






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






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






26. 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






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






28. 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






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






30. 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






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






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






33. Working less hard in a group






34. Expand the amount of available resources






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






36. Working harder in a group






37. 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.






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






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






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






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






42. Out of the box thinking






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






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






45. reliability - mutual acceptance - emotions






46. Proceed towards one answer






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. '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






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






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