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






2. 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






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






4. 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!)






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






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






7. Working harder in a group






8. The process of drawing logical conclusions






9. Brainstorming - electronic brainstorming - surveys






10. Form of hypothesis testing - or trial and error






11. 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






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






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






14. 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.






15. Based on consistency of behvior






16. Making projections about future outcomes






17. 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)






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






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






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






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






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






23. Based on rational and deliberate thoughts






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






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






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






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






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






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






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






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






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






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






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






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






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






37. reliability - mutual acceptance - emotions






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






39. See invalid correlations between events






40. 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






41. 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.






42. Unable to acces knowledge when we need it






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






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






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






46. 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






47. Out of the box thinking






48. Members who are attracted to particular members






49. 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






50. 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






Can you answer 50 questions in 15 minutes?



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