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






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






3. Based on intuition and emotion






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






5. Your Best Alternative To a Negotiated Agreement






6. What you really care about - wants needs etc






7. The union of both parties issue sets






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






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






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






11. Expand the amount of available resources






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






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






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. 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.






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






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






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






19. Members who are attracted to particular members






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






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






22. 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)






23. Form of hypothesis testing - or trial and error






24. Making projections about future outcomes






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






26. What you say you want - your solution






27. Working less hard in a group






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






29. 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






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






31. See invalid correlations between events






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






33. 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






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






35. Based on consistency of behvior






36. 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






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






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






39. Members who are attracted to the group






40. Out of the box thinking






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






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






43. 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






44. 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






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






46. Unable to acces knowledge when we need it






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






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






49. 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






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






Can you answer 50 questions in 15 minutes?



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