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. 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!)






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






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






5. 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






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






7. Working less hard in a group






8. Unable to acces knowledge when we need it






9. Members who are attracted to the group






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






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






12. Out of the box thinking






13. 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






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






15. 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






16. 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






17. reliability - mutual acceptance - emotions






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






19. '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






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






21. 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)






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






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






24. Making projections about future outcomes






25. The strenght of positive relations within a team






26. Expand the amount of available resources






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






28. Brainstorming - electronic brainstorming - surveys






29. See invalid correlations between events






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






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






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






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






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






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






36. What you say you want - your solution






37. 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.






38. Based on consistency of behvior






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






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






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






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






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






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






45. Your Best Alternative To a Negotiated Agreement






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






47. We feel obligated to return in kind what others have offered or given us






48. Means by which people influence others






49. Working harder in a group






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