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. Making concessions on issues before they are even requested






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






3. Based on consistency of behvior






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






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






6. 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






7. Based on intuition and emotion






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






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






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






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






12. 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






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






14. 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






15. Brainstorming - electronic brainstorming - surveys






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






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






18. Members who are attracted to the group






19. 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






20. Members who are attracted to particular members






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






22. The union of both parties issue sets






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






24. Working less hard in a group






25. Proceed towards one answer






26. Out of the box thinking






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






28. Working harder in a group






29. 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






30. Putting a number of events - or potential occurrences into a time sequence exp. 'First I'll bring up A - then lead to B - and after that ill cover C etc.






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






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






33. Expand the amount of available resources






34. The strenght of positive relations within a team






35. Unable to acces knowledge when we need it






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






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






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






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






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






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






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






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






44. 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






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






46. reliability - mutual acceptance - emotions






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






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






49. Clients are treated like partners






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