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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. 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






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






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






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






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






6. Expand the amount of available resources






7. 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!)






8. 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.






9. 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






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






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






12. Members who are attracted to particular members






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






14. 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






15. Making concessions on issues before they are even requested






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






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






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






19. Members who are attracted to the group






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






21. 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






22. 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






23. Clients are treated like partners






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






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






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






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






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






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






30. Based on rational and deliberate thoughts






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






32. Based on intuition and emotion






33. 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






34. 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)






35. Working harder in a group






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






37. reliability - mutual acceptance - emotions






38. Brainstorming - electronic brainstorming - surveys






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






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






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






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






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






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






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






46. The union of both parties issue sets






47. Form of hypothesis testing - or trial and error






48. 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






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






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







Sorry!:) No result found.

Can you answer 50 questions in 15 minutes?


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