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






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






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






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. Proceed towards one answer






7. Clients are treated like partners






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






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






10. 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






11. The strenght of positive relations within a team






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






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






14. One that calls into question anothers character






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






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






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






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






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






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






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






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






23. Means by which people influence others






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






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






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






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






28. 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






29. 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






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






31. Members who are attracted to the group






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






33. See invalid correlations between events






34. Based on intuition and emotion






35. The process of drawing logical conclusions






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






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






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






39. Unable to acces knowledge when we need it






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






41. What you really care about - wants needs etc






42. Form of hypothesis testing - or trial and error






43. 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






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






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






46. Making concessions on issues before they are even requested






47. 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.






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. Working less hard in a group






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