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Test your basic knowledge |
Negotiation
Start Test
Study First
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. Brainstorming - electronic brainstorming - surveys
identification based trust
ways to generate options to a problem
equal concession negotiaitor
functional fixedness
2. 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
some guild lines in evaluating options and reaching a consensus
problem solving model
key steps in integrative negotiation
social loafing
3. Making projections about future outcomes
horizon thinkng
setting limits
reflections
premature consessions
4. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
integrative negotiation
circular logrolli
tunnel vision
knowledge based trust
5. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
some guild lines in evaluating options and reaching a consensus
irritators
logrolling
barrier to agreement
6. The derivation of group preference from individual preference is indeterminate
common identity groups
relationship issues
impossibilty theorem
walk away alternative
7. Someone who believs one must adopt a tough hard stance to negotiate
old fashioned negotiator
irritators
inductive reasoning
pivotal power
8. Tendency for people in group negotiations to underestimate the number of feasible options
errors that prevent agreement
BATNA
tunnel vision
relationship issues
9. The frequency with which some event or pattern occurs in the general population
base rates
an interest in negotiation
reservation price
endowment effect
10. Zone Of Possible Aggreements defined by range between parties' reservation prices
ZOPA
reciprocity principle
walk away alternative
egalitarianism hierarchy
11. What you really care about - wants needs etc
multiphase negotiations
exploration of options
active listening activities
an interest in negotiation
12. 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
key components in Negotiation
integrative negotiation
identification based trust
gamblers fallacy
13. The total of the gains earned by each party in the negotiation
common bond groups
identification based trust
joint gain
premature consessions
14. 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.
inductive reasoning
key components in Negotiation
circular logrolli
argument dilution
15. The union of both parties issue sets
Particularism
issue mix
reciprocity principle
relevant polarity framing
16. Believing something is true even after it has been proven not
exploration of options
active listening activities
perseverance effect
walk away alternative
17. Division of large - all encompassing issues into smaller more manageable ones
inductive reasoning
walk away alternative
irritators
unbundling
18. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
active listening
inductive reasoning
perseverance effect
reservation price
19. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
defend/attack spirals
setting limits
key components in Negotiation
perseverance effect
20. Grounded in complete empathy with another persons desires and intentions
active listening
logrolling
identification based trust
inert knowledge problem
21. reliability - mutual acceptance - emotions
relationship issues
individual collectivism
impossibilty theorem
some guild lines in evaluating options and reaching a consensus
22. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
defend/attack spirals
communication in negotiaion
key steps in integrative negotiation
convergent thinking
23. What you say you want - your solution
a position in negotiation
key steps in integrative negotiation
active listening
affective route
24. What can i do if i walk away without agreement? which is best
walk away alternative
deductive reasoning
sunk cost framing
unbundling
25. Goals and interests related to: Gain - relationship - identity - process
flower child negotiator
social striving
verbal minimal encouragers
GRIP goals
26. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
Particularism
common bond groups
unbundling
active listening activities
27. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
barrier to agreement
horizon thinkng
problem solving model
irritators
28. See invalid correlations between events
inductive reasoning
deterrence based trust
cohension
illusory correlation
29. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
functional fixedness
exploration of options
joint gain
legitimacy
30. Negotiators thinking they are revealing more information that they actually are
some guild lines in evaluating options and reaching a consensus
some options by redefining the problems (alternative solutions)
illusion of transparecy
egalitarianism hierarchy
31. Proceed towards one answer
deterrence based trust
knowledge based trust
affective route
convergent thinking
32. Members who are attracted to particular members
things to look for when identifying and define the problem
common bond groups
reciprocity principle
old fashioned negotiator
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
ways to generate options to a problem
barrier to agreement
setting limits
premature consessions
34. If we reach agreement - we commit to some option
commitment
endowment effect
most common cognitive mistakes in Negotiation
illusory correlation
35. Members who are attracted to the group
common identity groups
nonspecific compensation
sunk cost framing
inductive reasoning
36. The worst agreement you're willing to accept ('walk-away')
reservation price
active listening activities
pivotal power
things to look for when identifying and define the problem
37. Someone who is too concerned with win-win negotiations they forget to claim resources
flower child negotiator
impossibilty theorem
errors that prevent agreement
active listening
38. External standards or precedents that might convince one or both parties that a proposed agreement is fair
partnership model
cognitive route
relevant polarity framing
legitimacy
39. 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
circular logrolli
sequence vs. issue planning
deductive reasoning
social striving
40. 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
aspect ratio framing
unbundling
active listening
errors that prevent agreement
41. 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
setting limits
defend/attack spirals
distributive negotiations
equal concession negotiaitor
42. 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.
sunk cost framing
active listening
integrative negotiation
illusion of transparecy
43. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
inductive reasoning
premature consessions
errors that prevent agreement
options
44. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
contingency contracts
tunnel vision
reciprocity principle
communication in negotiaion
45. 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
active listening
knowledge based trust
commitment
some options by redefining the problems (alternative solutions)
46. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
options
sequence vs. issue planning
gamblers fallacy
brainwriting
47. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
seller status framing
commitment
inductive reasoning
some guild lines in evaluating options and reaching a consensus
48. Your Best Alternative To a Negotiated Agreement
defend/attack spirals
illusion of transparecy
joint gain
BATNA
49. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
inductive reasoning
cognitive route
issue mix
options
50. The strenght of positive relations within a team
cohension
sequence planning
brainwriting
commitment