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






2. 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






3. Brainstorming - electronic brainstorming - surveys






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






5. The process of drawing logical conclusions






6. Means by which people influence others






7. Form of hypothesis testing - or trial and error






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






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






10. Proceed towards one answer






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






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






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






14. 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






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






16. People tend to base behavior on readily understood terms such as percentages. Exp All other things being equal ( quality of product - the store - service - etc)more people are willing to suffer the same inconveniences to save $30 on a $70 item than t






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






18. One that calls into question anothers character






19. What you say you want - your solution






20. Members who are attracted to the group






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






22. 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






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






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






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






26. The union of both parties issue sets






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






28. 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!)






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






30. Unable to acces knowledge when we need it






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






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






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






34. 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






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






36. The strenght of positive relations within a team






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






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






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






40. '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






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






42. What you really care about - wants needs etc






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






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






45. 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






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






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






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






49. Working less hard in a group






50. 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