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. Form of hypothesis testing - or trial and error






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






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






4. 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






5. Working less hard in a group






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






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






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






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






10. Your Best Alternative To a Negotiated Agreement






11. 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!)






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






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






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






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






16. Making projections about future outcomes






17. Members who are attracted to particular members






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






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






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






21. What you say you want - your solution






22. Negotiators thinking they are revealing more information that they actually are






23. The process of drawing logical conclusions






24. 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






25. Based on rational and deliberate thoughts






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






27. Means by which people influence others






28. 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






29. Working harder in a group






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






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






32. 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.






33. 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






34. 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.






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






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






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






38. 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.






39. '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






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






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






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






43. Out of the box thinking






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






45. Expand the amount of available resources






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






47. 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






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






49. Based on intuition and emotion






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