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. Listening actively and empathetically to whatever the other party says






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






3. 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.






4. Making projections about future outcomes






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






6. Members who are attracted to the group






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






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






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






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






11. Working harder in a group






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






13. Members who are attracted to particular members






14. 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






15. The strenght of positive relations within a team






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






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






18. Based on consistency of behvior






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






20. Expand the amount of available resources






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






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






23. 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






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






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






28. 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






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






30. reliability - mutual acceptance - emotions






31. Clients are treated like partners






32. 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






33. Means by which people influence others






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






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






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






37. What you say you want - your solution






38. 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.






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






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






41. Unable to acces knowledge when we need it






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






43. One that calls into question anothers character






44. 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






45. See invalid correlations between events






46. Someone who is too concerned with win-win negotiations they forget to claim 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. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh






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






50. Brainstorming - electronic brainstorming - surveys