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






2. The strenght of positive relations within a team






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






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






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






6. Brainstorming - electronic brainstorming - surveys






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






8. Your Best Alternative To a Negotiated Agreement






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






10. Zone Of Possible Aggreements defined by range between parties' reservation prices






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






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






13. 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.






14. 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)






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






16. 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.






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






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






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






20. One that calls into question anothers character






21. Proceed towards one answer






22. Clients are treated like partners






23. Making concessions on issues before they are even requested






24. Based on rational and deliberate thoughts






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






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






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






28. 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.






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






30. Out of the box thinking






31. 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






32. Expand the amount of available resources






33. 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






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






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






36. 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






37. See invalid correlations between events






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






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






40. 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






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






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






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






44. Members who are attracted to the group






45. Unable to acces knowledge when we need it






46. What you say you want - your solution






47. 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






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






49. Means by which people influence others






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






Can you answer 50 questions in 15 minutes?



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