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






2. Based on rational and deliberate thoughts






3. What you say you want - your solution






4. 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.






5. Based on intuition and emotion






6. Form of hypothesis testing - or trial and error






7. 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






8. The process of drawing logical conclusions






9. Working less hard in a group






10. 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)






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






12. Out of the box thinking






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






14. 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!)






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






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






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






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






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






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






21. Making projections about future outcomes






22. Clients are treated like partners






23. Your Best Alternative To a Negotiated Agreement






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






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






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






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






28. 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






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






30. 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






31. Group members independently write down ideas for resolvig negotiation then meet a share the ideas






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






34. The union of both parties issue sets






35. One that calls into question anothers character






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






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






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






39. Making concessions on issues before they are even requested






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






41. reliability - mutual acceptance - emotions






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






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






44. '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






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






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






47. What you really care about - wants needs etc






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






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






50. 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