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






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






3. Your Best Alternative To a Negotiated Agreement






4. 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






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






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






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






8. '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






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






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






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






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






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






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






15. Form of hypothesis testing - or trial and error






16. reliability - mutual acceptance - emotions






17. Proceed towards one answer






18. 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)






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






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






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






22. 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






23. Making concessions on issues before they are even requested






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






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






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






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






28. The strenght of positive relations within a team






29. Out of the box thinking






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






31. 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






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






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






34. Based on intuition and emotion






35. Brainstorming - electronic brainstorming - surveys






36. What you really care about - wants needs etc






37. 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!)






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






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






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






41. Unable to acces knowledge when we need it






42. 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






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






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






45. 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.






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






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. What you say you want - your solution






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