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






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






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






4. Form of hypothesis testing - or trial and error






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






6. Making projections about future outcomes






7. See invalid correlations between events






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






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






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






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






12. Proceed towards one answer






13. The union of both parties issue sets






14. 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






15. What you really care about - wants needs etc






16. Members who are attracted to particular members






17. Based on rational and deliberate thoughts






18. 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






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






20. 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






21. 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






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






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






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






25. 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.






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






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






28. The strenght of positive relations within a team






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






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






31. 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!)






32. Clients are treated like partners






33. 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






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






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






36. Working less hard in a group






37. What you say you want - your solution






38. How much utility we derive depends on who is providing it






39. reliability - mutual acceptance - emotions






40. Your Best Alternative To a Negotiated Agreement






41. 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






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






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






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






45. Out of the box thinking






46. Brainstorming - electronic brainstorming - surveys






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






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






49. Based on intuition and emotion






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