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






2. 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.






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






4. Your Best Alternative To a Negotiated Agreement






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






6. Proceed towards one answer






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






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






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






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






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






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






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






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






15. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior






16. Members who are attracted to particular members






17. reliability - mutual acceptance - emotions






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






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






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






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






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






23. What you really care about - wants needs etc






24. 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






25. Form of hypothesis testing - or trial and error






26. The process of drawing logical conclusions






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






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






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






30. 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)






31. '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






32. Making projections about future outcomes






33. Based on consistency of behvior






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






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






36. The union of both parties issue sets






37. Working less hard in a group






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






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






40. Out of the box thinking






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






42. 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






43. Making concessions on issues before they are even requested






44. The strenght of positive relations within a team






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






46. 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






47. 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






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






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






50. Unable to acces knowledge when we need it