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. The derivation of group preference from individual preference is indeterminate






2. 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.






3. 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






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






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






6. 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!)






7. Based on intuition and emotion






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






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






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






11. Members who are attracted to particular members






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






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






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






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






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






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






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






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






20. Making concessions on issues before they are even requested






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






22. The union of both parties issue sets






23. The process of drawing logical conclusions






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






25. See invalid correlations between events






26. 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






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






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






29. 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






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






31. Proceed towards one answer






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






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






34. Form of hypothesis testing - or trial and error






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






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






37. '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






38. What you say you want - your solution






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






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






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






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






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






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






45. Expand the amount of available resources






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






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






48. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative






49. 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






50. 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