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. One that calls into question anothers character






2. 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!)






3. The union of both parties issue sets






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






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






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






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






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






9. Out of the box thinking






10. 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






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






12. 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






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






14. Members who are attracted to the group






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






16. 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.






17. Unable to acces knowledge when we need it






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






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






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






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






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






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






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






25. Your Best Alternative To a Negotiated Agreement






26. The strenght of positive relations within a team






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






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






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






30. Based on intuition and emotion






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






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






33. Clients are treated like partners






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






35. 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)






36. See invalid correlations between events






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






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






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






40. The process of drawing logical conclusions






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






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






43. 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






44. 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






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






46. Expand the amount of available resources






47. 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






48. 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






49. Based on rational and deliberate thoughts






50. '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