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






2. Working less hard in a group






3. 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






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






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






6. 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.






7. 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






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






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






10. Based on intuition and emotion






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






12. Form of hypothesis testing - or trial and error






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






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






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






16. The strenght of positive relations within a team






17. Making concessions on issues before they are even requested






18. Making projections about future outcomes






19. Members who are attracted to particular members






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






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






22. Based on rational and deliberate thoughts






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






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






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






26. 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






27. '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






28. Members who are attracted to the group






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






30. Expand the amount of available resources






31. 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!)






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






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






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






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






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






37. 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






38. 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






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






40. Out of the box thinking






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






42. Your Best Alternative To a Negotiated Agreement






43. 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)






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






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






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






47. What you really care about - wants needs etc






48. The union of both parties issue sets






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






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