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






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






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






4. Unable to acces knowledge when we need it






5. The process of drawing logical conclusions






6. One that calls into question anothers character






7. Making projections about future outcomes






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






9. Clients are treated like partners






10. Proceed towards one answer






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






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






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






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






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






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






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






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






19. Out of the box thinking






20. See invalid correlations between events






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






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






23. Based on consistency of behvior






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






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






26. Working less hard in a group






27. 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






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






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






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






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






32. Your Best Alternative To a Negotiated Agreement






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






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. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)






36. Members who are attracted to the group






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






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






39. Means by which people influence others






40. The union of both parties issue sets






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






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






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






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






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






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






47. Expand the amount of available resources






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






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