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






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






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






4. Form of hypothesis testing - or trial and error






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






6. Out of the box thinking






7. Members who are attracted to particular members






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






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






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






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






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






13. Proceed towards one answer






14. See invalid correlations between events






15. 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






16. Your Best Alternative To a Negotiated Agreement






17. Means by which people influence others






18. 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






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






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






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






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






23. One that calls into question anothers character






24. 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!)






25. What you really care about - wants needs etc






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






27. What you say you want - your solution






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






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






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






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






32. 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.






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






34. 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.






35. Making concessions on issues before they are even requested






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






37. Working less hard in a group






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






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






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






41. Members who are attracted to the group






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






43. 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






44. Based on consistency of behvior






45. Clients are treated like partners






46. Based on rational and deliberate thoughts






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






48. The strenght of positive relations within a team






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






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







Sorry!:) No result found.

Can you answer 50 questions in 15 minutes?


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