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. 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.






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






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






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






5. 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






6. Working harder in a group






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. Unable to acces knowledge when we need it






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






10. Based on rational and deliberate thoughts






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






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






13. The strenght of positive relations within a team






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






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






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






17. Form of hypothesis testing - or trial and error






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






19. See invalid correlations between events






20. What you say you want - your solution






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






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






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






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






25. Based on consistency of behvior






26. Brainstorming - electronic brainstorming - surveys






27. '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






28. 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!)






29. Based on intuition and emotion






30. The process of drawing logical conclusions






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






32. Members who are attracted to the group






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






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






35. Proceed towards one answer






36. The union of both parties issue sets






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






38. Making projections about future outcomes






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






40. 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)






41. Coalitions can form among parties - Natural Coalitions:allies share a broad range of common interests - there are likely to be frequent allies - single-issue coalitions:Parties difffer on other issues unite on singe issue - might be Strange Bedfellow






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






43. 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.






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






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






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






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






48. 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






49. Your Best Alternative To a Negotiated Agreement






50. 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