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






2. Based on intuition and emotion






3. Expand the amount of available resources






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






5. The union of both parties issue sets






6. One that calls into question anothers character






7. Out of the box thinking






8. Implemented over time in different phases - each phase has own promises and dealings - early phases: become familiar with other's Negotiation Style - Build Trust - Monitor Other party to ensure follow through - Walk away from Disconcerting negotiati






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






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






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






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






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






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






15. The process of drawing logical conclusions






16. See invalid correlations between events






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






18. 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)






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






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






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






22. 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






23. Unable to acces knowledge when we need it






24. 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.






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






26. Brainstorming - electronic brainstorming - surveys






27. Making projections about future outcomes






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






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






30. Your Best Alternative To a Negotiated Agreement






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






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






33. 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






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






35. 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






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






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






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






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






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






41. What you say you want - your solution






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






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






44. Based on rational and deliberate thoughts






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






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






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






48. 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






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






50. 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!)