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






2. Means by which people influence others






3. 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






4. See invalid correlations between events






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






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






7. One that calls into question anothers character






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






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






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






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






12. 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






13. Form of hypothesis testing - or trial and error






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






15. Unable to acces knowledge when we need it






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






17. Based on consistency of behvior






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






19. 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






20. Members who are attracted to the group






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






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






23. Based on rational and deliberate thoughts






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






25. The union of both parties issue sets






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






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






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






29. Expand the amount of available resources






30. 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






31. reliability - mutual acceptance - emotions






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






33. 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.






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






35. 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






36. 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






37. Members who are attracted to particular members






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






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






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






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






42. The process of drawing logical conclusions






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






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






45. 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






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






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






49. Proceed towards one answer






50. What you really care about - wants needs etc