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






2. Form of hypothesis testing - or trial and error






3. The union of both parties issue sets






4. 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






5. The frequency with which some event or pattern occurs in the general population






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






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






8. The process of drawing logical conclusions






9. What you say you want - your solution






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






11. reliability - mutual acceptance - emotions






12. Based on consistency of behvior






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






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






15. 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






16. 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






17. Expand the amount of available resources






18. 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






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






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






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






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






23. Proceed towards one answer






24. Working less hard in a group






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






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






27. Your Best Alternative To a Negotiated Agreement






28. 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






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






30. Members who are attracted to particular members






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






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






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






34. What you really care about - wants needs etc






35. 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.






36. One that calls into question anothers character






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






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






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






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






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






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






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






44. See invalid correlations between events






45. Unable to acces knowledge when we need it






46. Working harder in a group






47. 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.






48. Clients are treated like partners






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






50. 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