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






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






3. 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






4. Making projections about future outcomes






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






6. Brainstorming - electronic brainstorming - surveys






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






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






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






10. 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






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






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






13. 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)






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






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






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






17. Unable to acces knowledge when we need it






18. One that calls into question anothers character






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






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






21. Making concessions on issues before they are even requested






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






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






24. 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






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






26. Members who are attracted to particular members






27. Based on consistency of behvior






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






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






30. 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.






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






32. reliability - mutual acceptance - emotions






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






34. 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.






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






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






37. Out of the box thinking






38. Working harder in a group






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






40. Proceed towards one answer






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






42. 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!)






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






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






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






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






47. Clients are treated like partners






48. 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






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






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