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






2. 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






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






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






5. Members who are attracted to the group






6. Members who are attracted to particular members






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






8. 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






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






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






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






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






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






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






15. The strenght of positive relations within a team






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






17. 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.






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






19. Expand the amount of available resources






20. Based on consistency of behvior






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






22. Means by which people influence others






23. Proceed towards one answer






24. Brainstorming - electronic brainstorming - surveys






25. 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






26. 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






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






28. Working harder in a group






29. Working less hard in a group






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






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






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






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






34. Clients are treated like partners






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






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






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






38. 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






39. reliability - mutual acceptance - emotions






40. 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)






41. See invalid correlations between events






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






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






44. Out of the box thinking






45. Your Best Alternative To a Negotiated Agreement






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






47. Based on intuition and emotion






48. '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






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






50. 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.