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






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






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






4. Form of hypothesis testing - or trial and error






5. The process of drawing logical conclusions






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






7. Members who are attracted to particular members






8. One that calls into question anothers character






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. 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)






11. Making projections about future outcomes






12. The union of both parties issue sets






13. 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






14. '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






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






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






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






18. What you say you want - your solution






19. 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.






20. Based on intuition and emotion






21. Based on consistency of behvior






22. 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.






23. 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






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






25. 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






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






27. Your Best Alternative To a Negotiated Agreement






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






29. 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






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






31. Making concessions on issues before they are even requested






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






33. Out of the box thinking






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






35. Based on rational and deliberate thoughts






36. See invalid correlations between events






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






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






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






40. 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






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






42. Clients are treated like partners






43. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words






44. Members who are attracted to the group






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






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






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






48. reliability - mutual acceptance - emotions






49. When a problem solver bases a strategy on familiar methods






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