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






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






3. 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!)






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






5. Based on intuition and emotion






6. 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






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






8. 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)






9. 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






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






11. Unable to acces knowledge when we need it






12. 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.






13. 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






14. When a problem solver bases a strategy on familiar methods






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






16. Your Best Alternative To a Negotiated Agreement






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






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






19. 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






20. The union of both parties issue sets






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






22. 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






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






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






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






26. Working less hard in a group






27. Making concessions on issues before they are even requested






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






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






30. 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






31. See invalid correlations between events






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






33. The process of drawing logical conclusions






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






35. Members who are attracted to particular members






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






37. The strenght of positive relations within a team






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






39. 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.






40. Expand the amount of available resources






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






42. Based on rational and deliberate thoughts






43. '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






44. Coalitions can form among parties - Natural Coalitions:allies share a broad range of common interests - there are likely to be frequent allies - single-issue coalitions:Parties difffer on other issues unite on singe issue - might be Strange Bedfellow






45. Working harder in a group






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






47. Based on consistency of behvior






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






49. Members who are attracted to the group






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