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. 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)






3. Members who are attracted to particular members






4. 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.






5. The union of both parties issue sets






6. Working harder in a group






7. 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






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






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






10. 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






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






12. One that calls into question anothers character






13. Expand the amount of available resources






14. 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






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






16. Your Best Alternative To a Negotiated Agreement






17. Based on consistency of behvior






18. Making concessions on issues before they are even requested






19. Means by which people influence others






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






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






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






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






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






25. Members who are attracted to the group






26. 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.






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






28. Clients are treated like partners






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






30. Form of hypothesis testing - or trial and error






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






32. '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






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






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






35. 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






36. Unable to acces knowledge when we need it






37. 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!)






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






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






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






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






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






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






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






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






46. 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






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






48. 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






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






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