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. 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






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






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






5. 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






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






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






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






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






10. 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






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






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






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






14. 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






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






16. 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






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






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






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






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






21. 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






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






23. Based on consistency of behvior






24. 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






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






26. See invalid correlations between events






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






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






29. Members who are attracted to particular members






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






31. The strenght of positive relations within a team






32. The union of both parties issue sets






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






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






35. Based on rational and deliberate thoughts






36. Based on intuition and emotion






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






38. Proceed towards one answer






39. Out of the box thinking






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






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






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






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






44. Means by which people influence others






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






46. Your Best Alternative To a Negotiated Agreement






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






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






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






50. What you really care about - wants needs etc