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






2. Unable to acces knowledge when we need it






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






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






5. The strenght of positive relations within a team






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






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






8. Brainstorming - electronic brainstorming - surveys






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






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






11. Out of the box thinking






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






13. 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






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






15. The union of both parties issue sets






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






17. 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.






18. Making projections about future outcomes






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






20. '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






21. Form of hypothesis testing - or trial and error






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






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






24. Clients are treated like partners






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






26. Members who are attracted to particular members






27. Expand the amount of available resources






28. 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






29. 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)






30. The process of drawing logical conclusions






31. Making concessions on issues before they are even requested






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






33. 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






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






35. Your Best Alternative To a Negotiated Agreement






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






37. 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






38. 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






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






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






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






42. Proceed towards one answer






43. What you say you want - your solution






44. reliability - mutual acceptance - emotions






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






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






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






48. One that calls into question anothers character






49. See invalid correlations between events






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