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






2. Clients are treated like partners






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






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






5. Working less hard in a group






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






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






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






9. 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






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






11. Based on rational and deliberate thoughts






12. Your Best Alternative To a Negotiated Agreement






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






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






15. Based on intuition and emotion






16. What you say you want - your solution






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






18. '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






19. Form of hypothesis testing - or trial and error






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






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






22. Based on consistency of behvior






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






24. 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






25. The strenght of positive relations within a team






26. 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)






27. 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.






28. Members who are attracted to the group






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






30. reliability - mutual acceptance - emotions






31. Making projections about future outcomes






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






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






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






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






36. Proceed towards one answer






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






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






39. 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






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






41. One that calls into question anothers character






42. 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






43. Working harder in a group






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






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






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






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






48. Members who are attracted to particular members






49. 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






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