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. The strenght of positive relations within a team






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






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






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






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






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






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






9. Out of the box thinking






10. Someone who realizes both that the pie can be expanded and who does not forget to claim resources






11. Unable to acces knowledge when we need it






12. 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.






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






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






15. Making concessions on issues before they are even requested






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






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






18. The union of both parties issue sets






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






20. What you say you want - your solution






21. reliability - mutual acceptance - emotions






22. Working harder in a group






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






24. Making projections about future outcomes






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






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






27. Based on intuition and emotion






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. 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






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






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






32. 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)






33. 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






34. 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






35. The process of drawing logical conclusions






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






37. Based on consistency of behvior






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






39. Expand the amount of available resources






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






41. 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






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






43. 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






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






45. 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.






46. '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






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






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






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






50. 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