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






2. Brainstorming - electronic brainstorming - surveys






3. Members who are attracted to particular members






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






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






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






7. 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






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






9. Members who are attracted to the group






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






11. reliability - mutual acceptance - emotions






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






13. See invalid correlations between events






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






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






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






17. Out of the box thinking






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






19. '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






20. 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!)






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






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






23. Making concessions on issues before they are even requested






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






25. What you say you want - your solution






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






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






28. 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






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






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






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






32. 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






33. One that calls into question anothers character






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






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






36. Clients are treated like partners






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






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






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






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






41. 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






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






43. What you really care about - wants needs etc






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






45. Based on rational and deliberate thoughts






46. Working harder in a group






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






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






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






50. Based on consistency of behvior