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






2. Working harder in a group






3. Unable to acces knowledge when we need it






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






5. Means by which people influence others






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






7. 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)






8. Your Best Alternative To a Negotiated Agreement






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






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






11. 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






12. What you really care about - wants needs etc






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






14. '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






15. 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






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






17. Out of the box thinking






18. 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






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






20. Brainstorming - electronic brainstorming - surveys






21. Proceed towards one answer






22. Members who are attracted to the group






23. The process of drawing logical conclusions






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






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






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






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






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






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






30. Based on rational and deliberate thoughts






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






32. 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






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






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






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






36. Expand the amount of available resources






37. 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






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






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






40. 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






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






42. Making projections about future outcomes






43. Clients are treated like partners






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






45. The frequency with which some event or pattern occurs in the general population






46. 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






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






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






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






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