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. Listening actively and empathetically to whatever the other party says






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






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






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






5. 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)






6. Based on rational and deliberate thoughts






7. See invalid correlations between events






8. What you really care about - wants needs etc






9. Unable to acces knowledge when we need it






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






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






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






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






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






15. Your Best Alternative To a Negotiated Agreement






16. Means by which people influence others






17. Based on consistency of behvior






18. The process of drawing logical conclusions






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






20. 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






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






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






23. 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.






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






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






26. 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






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






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






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






30. 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.






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






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






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






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






35. 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






36. What you say you want - your solution






37. 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






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






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






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






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






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






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






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






45. '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






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






47. 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!)






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






49. Clients are treated like partners






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