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. 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






2. Clients are treated like partners






3. 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






4. Based on rational and deliberate thoughts






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






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






7. 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!)






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






9. The process of drawing logical conclusions






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






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






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






13. 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.






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






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






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






17. What you say you want - your solution






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






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






21. Members who are attracted to the group






22. See invalid correlations between events






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






24. What you really care about - wants needs etc






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. 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.






27. One that calls into question anothers character






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






29. The strenght of positive relations within a team






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






31. 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






32. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh






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






34. Making concessions on issues before they are even requested






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






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






37. The union of both parties issue sets






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






39. Members who are attracted to particular members






40. Based on consistency of behvior






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






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






43. Working harder in a group






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






45. Proceed towards one answer






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






47. Working less hard in a group






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






49. Form of hypothesis testing - or trial and error






50. Means by which people influence others