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. Working harder in a group






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






3. Expand the amount of available resources






4. See invalid correlations between events






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






6. 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)






7. 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






8. 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






9. Proceed towards one answer






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






11. 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.






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






13. The union of both parties issue sets






14. Based on consistency of behvior






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






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






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






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






19. 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






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






21. What you say you want - your solution






22. 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






23. Out of the box thinking






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






25. 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






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






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






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






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






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






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






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






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






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






36. '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






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






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






39. Members who are attracted to particular members






40. 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






41. Unable to acces knowledge when we need it






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






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






44. Brainstorming - electronic brainstorming - surveys






45. Making concessions on issues before they are even requested






46. reliability - mutual acceptance - emotions






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






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






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