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 process of drawing logical conclusions






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






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






4. Making projections about future outcomes






5. '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






6. How much utility we derive depends on who is providing it






7. Based on intuition and emotion






8. 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






9. Your Best Alternative To a Negotiated Agreement






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






11. 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






12. reliability - mutual acceptance - emotions






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






14. Members who are attracted to the group






15. Unable to acces knowledge when we need it






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






17. What you say you want - your solution






18. The strenght of positive relations within a team






19. 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






20. 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






21. 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






22. 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






23. One that calls into question anothers character






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






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






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






27. 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!)






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






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






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






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






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






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






34. Based on rational and deliberate thoughts






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






36. Out of the box thinking






37. Expand the amount of available resources






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






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






40. 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






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






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






43. 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






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






45. What you really care about - wants needs etc






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






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






48. 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






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






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