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






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






3. Out of the box thinking






4. Members who are attracted to the group






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






6. Expand the amount of available resources






7. Working less hard in a group






8. What you really care about - wants needs etc






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






10. 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






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






12. 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)






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






14. Form of hypothesis testing - or trial and error






15. The process of drawing logical conclusions






16. Means by which people influence others






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






18. The strenght of positive relations within a team






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






20. Your Best Alternative To a Negotiated Agreement






21. 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






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






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






24. 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






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






26. Brainstorming - electronic brainstorming - surveys






27. '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






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






29. 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






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






31. Members who are attracted to particular members






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






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






34. Clients are treated like partners






35. 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






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






37. Based on intuition and emotion






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






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






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






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






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






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






45. Unable to acces knowledge when we need it






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






47. reliability - mutual acceptance - emotions






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






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






50. Working harder in a group