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. Making concessions on issues before they are even requested






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






3. Brainstorming - electronic brainstorming - surveys






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






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






6. Based on consistency of behvior






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






8. Clients are treated like partners






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






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






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






12. Based on intuition and emotion






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






14. Unable to acces knowledge when we need it






15. Members who are attracted to particular members






16. What you really care about - wants needs etc






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






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






19. 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






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






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






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






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. Making projections about future outcomes






25. Expand the amount of available resources






26. 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






27. One that calls into question anothers character






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






29. 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)






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






31. The strenght of positive relations within a team






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






33. The process of drawing logical conclusions






34. '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






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






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






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






39. 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






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






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






42. Members who are attracted to the group






43. The union of both parties issue sets






44. Proceed towards one answer






45. 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.






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






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






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






49. 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






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