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. See invalid correlations between events






2. Making concessions on issues before they are even requested






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






4. Division of large - all encompassing issues into smaller more manageable ones






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






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






7. 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






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






9. Means by which people influence others






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






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






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






13. Brainstorming - electronic brainstorming - surveys






14. 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)






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






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






17. 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.






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






19. Unable to acces knowledge when we need it






20. The strenght of positive relations within a team






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






22. The union of both parties issue sets






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






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






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






26. 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






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






28. Clients are treated like partners






29. 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.






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






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






32. Based on consistency of behvior






33. '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






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






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






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






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






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






39. 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






40. Out of the box thinking






41. One that calls into question anothers character






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






43. 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






44. What you really care about - wants needs etc






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






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






47. Making projections about future outcomes






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






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






50. Expand the amount of available resources