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. Means by which people influence others






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






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






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






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






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






7. Out of the box thinking






8. 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






9. Based on rational and deliberate thoughts






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






11. Brainstorming - electronic brainstorming - surveys






12. 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






13. The process of drawing logical conclusions






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






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






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






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






18. 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






19. '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






20. 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.






21. Your Best Alternative To a Negotiated Agreement






22. See invalid correlations between events






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






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






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






26. Working harder in a group






27. Based on consistency of behvior






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






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






31. 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.






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






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






34. 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






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






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






37. 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.






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






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






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






41. 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






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






43. Clients are treated like partners






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






45. Form of hypothesis testing - or trial and error






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






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






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






49. 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)






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