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






2. Out of the box thinking






3. Based on consistency of behvior






4. '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






5. The strenght of positive relations within a team






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






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






8. Based on rational and deliberate thoughts






9. 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






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






11. 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)






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






13. What you say you want - your solution






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






15. One that calls into question anothers character






16. reliability - mutual acceptance - emotions






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






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






19. Making concessions on issues before they are even requested






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






21. Your Best Alternative To a Negotiated Agreement






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






23. 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.






24. 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






25. 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






26. Clients are treated like partners






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






28. See invalid correlations between events






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






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






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






32. The process of drawing logical conclusions






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






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






35. What you really care about - wants needs etc






36. 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






37. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer






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






39. Based on intuition and emotion






40. Unable to acces knowledge when we need it






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






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






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






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






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






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






47. Expand the amount of available resources






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






49. The union of both parties issue sets






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