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






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






3. 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






4. 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






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






6. The union of both parties issue sets






7. 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






8. Proceed towards one answer






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






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






11. What you say you want - your solution






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






13. Brainstorming - electronic brainstorming - surveys






14. 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






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






16. Means by which people influence others






17. 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






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






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






20. Clients are treated like partners






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






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






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






24. The process of drawing logical conclusions






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






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






27. The strenght of positive relations within a team






28. Form of hypothesis testing - or trial and error






29. 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






30. Unable to acces knowledge when we need it






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






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






33. Working less hard in a group






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






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






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






37. 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!)






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






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






40. 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)






41. Expand the amount of available resources






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






43. Your Best Alternative To a Negotiated Agreement






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






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






46. Based on rational and deliberate thoughts






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






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






49. One that calls into question anothers character






50. What you really care about - wants needs etc