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. Members who are attracted to the group






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






3. 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.






4. 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






5. 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






6. What you say you want - your solution






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






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






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






10. The union of both parties issue sets






11. Unable to acces knowledge when we need it






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






13. 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.






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






15. 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






16. Proceed towards one answer






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






18. reliability - mutual acceptance - emotions






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






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






21. The process of drawing logical conclusions






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






23. '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






24. Based on rational and deliberate thoughts






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






26. 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)






27. Means by which people influence others






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






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






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






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






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






33. Making concessions on issues before they are even requested






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






35. Out of the box thinking






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






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






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






39. Working less hard in a group






40. Your Best Alternative To a Negotiated Agreement






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






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






43. 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






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






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






46. Based on intuition and emotion






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






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






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






50. 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