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






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






3. 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.






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






5. '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






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






7. 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






8. 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






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






10. Out of the box thinking






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






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






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






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






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






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






17. Form of hypothesis testing - or trial and error






18. 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






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






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






21. 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.






22. Members who are attracted to particular members






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






24. Working harder in a group






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






26. 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.






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






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






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






30. Based on rational and deliberate thoughts






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






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






33. 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






34. 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)






35. Making concessions on issues before they are even requested






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






37. 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






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






39. What you really care about - wants needs etc






40. 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






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






42. Based on consistency of behvior






43. reliability - mutual acceptance - emotions






44. 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






45. Expand the amount of available resources






46. The process of drawing logical conclusions






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






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






49. Brainstorming - electronic brainstorming - surveys






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