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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. 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






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






3. Making concessions on issues before they are even requested






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






5. 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.






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






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






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






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






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






11. 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






12. Working harder in a group






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






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






15. 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






16. What you really care about - wants needs etc






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






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






19. Out of the box thinking






20. The union of both parties issue sets






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






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






23. Unable to acces knowledge when we need it






24. Working less hard in a group






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






26. 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






27. 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)






28. reliability - mutual acceptance - emotions






29. Clients are treated like partners






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






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






32. See invalid correlations between events






33. The strenght of positive relations within a team






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






35. 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






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






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






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






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






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






41. Expand the amount of available resources






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






43. 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






44. Being overly affected by form of a presentation of information in negotiation (pay attention to both content and context. even though framing is important - be more aware of the content!)






45. Members who are attracted to the group






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






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






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






50. Means by which people influence others







Sorry!:) No result found.

Can you answer 50 questions in 15 minutes?


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