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. Unable to acces knowledge when we need it






2. 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






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






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






5. See invalid correlations between events






6. Brainstorming - electronic brainstorming - surveys






7. '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






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






9. 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






10. 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






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






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






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






14. 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.






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






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






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






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






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






20. 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!)






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






22. Out of the box thinking






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






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






25. 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






26. The union of both parties issue sets






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






28. 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)






29. 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






30. Based on rational and deliberate thoughts






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. Basic human motive concerning preservation of the self versus collective






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






34. Members who are attracted to the group






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






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






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






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






39. 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






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






41. The process of drawing logical conclusions






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






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






44. Your Best Alternative To a Negotiated Agreement






45. Clients are treated like partners






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






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






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






49. Based on consistency of behvior






50. Form of hypothesis testing - or trial and error