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






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






3. 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)






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






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






6. Brainstorming - electronic brainstorming - surveys






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






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






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






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






11. 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






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






13. 'Maximize profit' approaches enjoyed greater profitability than did ' Minimize Expenses' approaches( the maximize profit group completed more transactions for greater profit but the 'minimize expenses' framers completed transactions of greater mean p






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






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






16. Based on intuition and emotion






17. Based on consistency of behvior






18. 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






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






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






21. One that calls into question anothers character






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






23. 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.






24. Proceed towards one answer






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






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






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






28. Form of hypothesis testing - or trial and error






29. What you say you want - your solution






30. Making concessions on issues before they are even requested






31. Working harder in a group






32. 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.






33. Clients are treated like partners






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






35. 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!)






36. 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






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






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






39. Out of the box thinking






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






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






42. 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






43. 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






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






45. Members who are attracted to particular members






46. The process of drawing logical conclusions






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






48. 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






49. Unable to acces knowledge when we need it






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