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. 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






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






3. 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.






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






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






6. The process of drawing logical conclusions






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






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






9. 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.






10. See invalid correlations between events






11. Expand the amount of available resources






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






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






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






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






16. 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






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






18. What you say you want - your solution






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






20. One that calls into question anothers character






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






22. Unable to acces knowledge when we need it






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






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






25. 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






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






27. Out of the box thinking






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. Your Best Alternative To a Negotiated Agreement






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






31. 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






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






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






34. reliability - mutual acceptance - emotions






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






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






37. Proceed towards one answer






38. 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)






39. Members who are attracted to the group






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






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






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






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






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






45. 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






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






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






48. Brainstorming - electronic brainstorming - surveys






49. Making concessions on issues before they are even requested






50. Based on consistency of behvior