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 amount of available resources






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






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






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






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






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






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






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






9. 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






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






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






12. Based on rational and deliberate thoughts






13. 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






14. Form of hypothesis testing - or trial and error






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






16. 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






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






18. 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.






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






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






21. The process of drawing logical conclusions






22. 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






23. 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)






24. 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






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






26. 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






27. 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.






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






29. See invalid correlations between events






30. Working harder in a group






31. Members who are attracted to the group






32. What you say you want - your solution






33. Proceed towards one answer






34. Clients are treated like partners






35. The strenght of positive relations within a team






36. 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






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






38. 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.






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






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






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






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






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






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






45. Working less hard in a group






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






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






48. What you really care about - wants needs etc






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






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