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. Making projections about future outcomes






2. Means by which people influence others






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






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






5. Clients are treated like partners






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. The process of drawing logical conclusions






8. Brainstorming - electronic brainstorming - surveys






9. What you say you want - your solution






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






11. Unable to acces knowledge when we need it






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






13. 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






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






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






16. What you really care about - wants needs etc






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






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






19. reliability - mutual acceptance - emotions






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






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






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. 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






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






25. 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






26. The union of both parties issue sets






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






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






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






30. 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






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






32. Members who are attracted to the group






33. The worst agreement you're willing to accept ('walk-away')






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






35. 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






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






37. Making concessions on issues before they are even requested






38. See invalid correlations between events






39. 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






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






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






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






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






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






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






46. Based on consistency of behvior






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






48. 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.






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






50. One that calls into question anothers character