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. Form of hypothesis testing - or trial and error






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






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






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






6. Working harder in a group






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






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






9. reliability - mutual acceptance - emotions






10. Based on rational and deliberate thoughts






11. 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






12. Making projections about future outcomes






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






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






15. 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






16. Means by which people influence others






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






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






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






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






21. Members who are attracted to the group






22. See invalid correlations between events






23. 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.






24. Based on consistency of behvior






25. '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






26. The strenght of positive relations within a team






27. Expand the amount of available resources






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






29. 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.






30. 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






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






32. Believing something is true even after it has been proven not






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






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






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






36. Based on intuition and emotion






37. One that calls into question anothers character






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. The process of drawing logical conclusions






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






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






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






43. 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






44. The union of both parties issue sets






45. 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)






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






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






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






49. Brainstorming - electronic brainstorming - surveys






50. 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