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






2. 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






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






4. The strenght of positive relations within a team






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






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






7. The union of both parties issue sets






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






9. Working less hard in a group






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






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






12. Based on rational and deliberate thoughts






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






14. Brainstorming - electronic brainstorming - surveys






15. What you really care about - wants needs etc






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






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






19. Members who are attracted to the group






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






21. Members who are attracted to particular members






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






23. Based on consistency of behvior






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






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






26. 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






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






28. 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.






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






30. Working harder in a group






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






32. 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






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






34. 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






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






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






37. The process of drawing logical conclusions






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






39. Means by which people influence others






40. See invalid correlations between events






41. Unable to acces knowledge when we need it






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






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






44. 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






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






46. Tendency for people in group negotiations to underestimate the number of feasible options






47. 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!)






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






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






50. reliability - mutual acceptance - emotions