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






2. Proceed towards one answer






3. What you say you want - your solution






4. 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






5. Members who are attracted to particular members






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






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






8. Based on rational and deliberate thoughts






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






10. 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!)






11. 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






12. Means by which people influence others






13. What you really care about - wants needs etc






14. '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






15. 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






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






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






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






19. The union of both parties issue sets






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






21. Based on consistency of behvior






22. 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)






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






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






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






26. 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






27. Members who are attracted to the group






28. Based on intuition and emotion






29. Working harder in a group






30. Brainstorming - electronic brainstorming - surveys






31. 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






32. Making concessions on issues before they are even requested






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






34. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation






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






36. 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






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






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






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






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






41. 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






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






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






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






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






46. The strenght of positive relations within a team






47. Your Best Alternative To a Negotiated Agreement






48. reliability - mutual acceptance - emotions






49. Unable to acces knowledge when we need it






50. One that calls into question anothers character