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






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






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






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






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






6. Clients are treated like partners






7. Making concessions on issues before they are even requested






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






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






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






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






12. The union of both parties issue sets






13. 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.






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






15. See invalid correlations between events






16. The process of drawing logical conclusions






17. 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.






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






20. One that calls into question anothers character






21. 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!)






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






23. Based on rational and deliberate thoughts






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






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






26. Making projections about future outcomes






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






28. 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






29. The strenght of positive relations within a team






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






31. 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.






32. 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






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






34. Expand the amount of available resources






35. 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)






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






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






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






39. 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






40. Means by which people influence others






41. 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






42. '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






43. Your Best Alternative To a Negotiated Agreement






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






45. 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






46. 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






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






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






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






50. Based on consistency of behvior







Sorry!:) No result found.

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