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. reliability - mutual acceptance - emotions






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






3. What you really care about - wants needs etc






4. Members who are attracted to the group






5. Members who are attracted to particular members






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






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






8. Based on consistency of behvior






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






10. Means by which people influence others






11. Unable to acces knowledge when we need it






12. Proceed towards one answer






13. 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!)






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






15. 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)






16. The process of drawing logical conclusions






17. Based on rational and deliberate thoughts






18. '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






19. Working harder in a group






20. Your Best Alternative To a Negotiated Agreement






21. Zone Of Possible Aggreements defined by range between parties' reservation prices






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






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






24. Based on intuition and emotion






25. 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






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






27. Out of the box thinking






28. 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






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






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






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






32. See invalid correlations between events






33. The strenght of positive relations within a team






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






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






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






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






38. Making projections about future outcomes






39. 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






40. 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






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






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






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






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






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. 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






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






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






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






50. Making concessions on issues before they are even requested