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. See invalid correlations between events






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






3. Form of hypothesis testing - or trial and error






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






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






6. 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!)






7. Expand the amount of available resources






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






9. 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.






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






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






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






13. 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






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






15. Out of the box thinking






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






17. 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






18. Brainstorming - electronic brainstorming - surveys






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






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






21. 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






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






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






24. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation






25. '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






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






27. Clients are treated like partners






28. Based on intuition and emotion






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






30. Based on rational and deliberate thoughts






31. The union of both parties issue sets






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






33. 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






34. Unable to acces knowledge when we need it






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






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






37. 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






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






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






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






41. 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






42. Members who are attracted to particular members






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






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






45. Your Best Alternative To a Negotiated Agreement






46. 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)






47. The process of drawing logical conclusions






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






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






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