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 strenght of positive relations within a team






2. Unable to acces knowledge when we need it






3. Brainstorming - electronic brainstorming - surveys






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






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






6. The union of both parties issue sets






7. Your Best Alternative To a Negotiated Agreement






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






9. 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






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






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






12. See invalid correlations between events






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






14. 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.






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






16. 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






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






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






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






20. Members who are attracted to particular members






21. Working less hard in a group






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






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






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






25. Working harder in a group






26. Involves trade iffs that require each group member to offer another member a concession on one issue while receiving a concession from yet another group member on a different issue






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






28. 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






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






30. Proceed towards one answer






31. 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






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. Clients are treated like partners






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






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






37. 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)






38. 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






39. Putting a number of events - or potential occurrences into a time sequence exp. 'First I'll bring up A - then lead to B - and after that ill cover C etc.






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






41. Based on consistency of behvior






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






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






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






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






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






47. The process of drawing logical conclusions






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






49. Form of hypothesis testing - or trial and error






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