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. Unable to acces knowledge when we need it






2. 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






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






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






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






6. The strenght of positive relations within a team






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






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






9. 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






10. reliability - mutual acceptance - emotions






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






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






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






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






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






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






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






18. Form of hypothesis testing - or trial and error






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






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






21. Brainstorming - electronic brainstorming - surveys






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






23. Expand the amount of available resources






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






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






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






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






28. Making concessions on issues before they are even requested






29. See invalid correlations between events






30. Members who are attracted to particular members






31. Means by which people influence others






32. 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.






33. 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






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






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






36. Based on intuition and emotion






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






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






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






41. One that calls into question anothers character






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






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






44. 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






45. 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






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






47. 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






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






49. Your Best Alternative To a Negotiated Agreement






50. What you say you want - your solution