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. 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.






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






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






4. Working less hard in a group






5. Brainstorming - electronic brainstorming - surveys






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






7. 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






8. 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)






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. 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






11. 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






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






13. Members who are attracted to particular members






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






15. Proceed towards one answer






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






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






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






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






20. Working harder in a group






21. Unable to acces knowledge when we need it






22. 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






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






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






25. Based on intuition and emotion






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






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






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






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






30. Based on consistency of behvior






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






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






33. 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






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






35. 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






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






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






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






39. 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.






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






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






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






43. '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






44. reliability - mutual acceptance - emotions






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






46. Your Best Alternative To a Negotiated Agreement






47. Making projections about future outcomes






48. The process of drawing logical conclusions






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






50. The strenght of positive relations within a team