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. Means by which people influence others






2. 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






3. Expand the amount of available resources






4. Based on intuition and emotion






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






6. Your Best Alternative To a Negotiated Agreement






7. '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






8. 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






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






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






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






12. The strenght of positive relations within a team






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






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. 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)






16. Making projections about future outcomes






17. Members who are attracted to the group






18. 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






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. Basic human motive concerning preservation of the self versus collective






21. Working less hard in a group






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






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






24. 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






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






26. 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.






27. The most common cause of transactional entrapment - E.g. Dollar auction- auctioneer accepts bid for a one dollar bill. second highest bidder must also pay the bid. Biggest problem is the reluctance to cut losses once the commitment is made.






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






29. 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






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






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






32. 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.






33. Members who are attracted to particular members






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






35. One that calls into question anothers character






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






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






38. Out of the box thinking






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






40. 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






41. reliability - mutual acceptance - emotions






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






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






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






45. Form of hypothesis testing - or trial and error






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






47. The process of drawing logical conclusions






48. Unable to acces knowledge when we need it






49. Based on rational and deliberate thoughts






50. What you say you want - your solution