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. 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






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






3. Brainstorming - electronic brainstorming - surveys






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






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






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






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






8. 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






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






10. 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






11. 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






12. Division of large - all encompassing issues into smaller more manageable ones






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






14. Making projections about future outcomes






15. The total of the gains earned by each party in the negotiation






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






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. If we reach agreement - we commit to some option






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






20. 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.






21. 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






22. Out of the box thinking






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






24. 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)






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






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






27. Unable to acces knowledge when we need it






28. The strenght of positive relations within a team






29. 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






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






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






32. What you really care about - wants needs etc






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






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






35. Based on intuition and emotion






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






37. 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






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






39. Working harder in a group






40. Means by which people influence others






41. What you say you want - your solution






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






43. Expand the amount of available resources






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






45. See invalid correlations between events






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






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






48. 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.






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






50. 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