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






2. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests






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






4. Making concessions on issues before they are even requested






5. 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






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






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






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






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. 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






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






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






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






14. Expand the amount of available resources






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






16. Working less hard in a group






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






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






19. See invalid correlations between events






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






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






22. What you say you want - your solution






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






24. Members who are attracted to particular members






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






26. The derivation of group preference from individual preference is indeterminate






27. Members who are attracted to the group






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






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






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






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






32. 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)






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






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






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






36. 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






37. 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






38. Means by which people influence others






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






40. 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






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






42. Brainstorming - electronic brainstorming - surveys






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






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






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






46. Working harder in a group






47. Define problem which will be acceptable to both sides - state problem with an eye toward practicality and comprehensiveness - state problem and id the obstacles in obtaining it - don't make the problem personal - separate the problem definition from






48. Based on consistency of behvior






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






50. The process of drawing logical conclusions