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. What you say you want - your solution






3. 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






4. 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






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






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






7. The strenght of positive relations within a team






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






9. Out of the box thinking






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






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






12. 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)






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






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






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






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






17. Clients are treated like partners






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






19. Working less hard in a group






20. 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






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






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






23. The process of drawing logical conclusions






24. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach






25. Brainstorming - electronic brainstorming - surveys






26. 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






27. Expand the amount of available resources






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






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






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






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






32. 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






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






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






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






36. 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!)






37. Based on rational and deliberate thoughts






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






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






40. 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.






41. Based on intuition and emotion






42. 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






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






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






45. '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






46. Members who are attracted to particular members






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






48. Making projections about future outcomes






49. Means by which people influence others






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