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. 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!)






2. Making concessions on issues before they are even requested






3. Based on intuition and emotion






4. Working less hard in a group






5. 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






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






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






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






9. '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






10. 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.






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






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






13. What you really care about - wants needs etc






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






15. Form of hypothesis testing - or trial and error






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






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






18. reliability - mutual acceptance - emotions






19. Proceed towards one answer






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






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






22. See invalid correlations between events






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






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






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






26. Out of the box thinking






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






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






29. Means by which people influence others






30. 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






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






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






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






34. Your Best Alternative To a Negotiated Agreement






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






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






37. 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






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






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






40. 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






41. The union of both parties issue sets






42. 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)






43. Making projections about future outcomes






44. Members who are attracted to the group






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






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






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






48. 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






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






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