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. Based on rational and deliberate thoughts






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






3. Out of the box thinking






4. Members who are attracted to the group






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






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






7. 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.






8. Expand the amount of available resources






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






10. The strenght of positive relations within a team






11. 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






12. See invalid correlations between events






13. What you say you want - your solution






14. 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






15. '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






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






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






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






19. Members who are attracted to particular members






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






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






22. 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






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






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






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






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






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






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






29. 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






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






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






32. 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






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






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






35. 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.






36. Making projections about future outcomes






37. 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!)






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






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






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






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






42. Making concessions on issues before they are even requested






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






44. 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)






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






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






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






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






49. Unable to acces knowledge when we need it






50. Based on consistency of behvior