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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. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
problem solving model
errors that prevent agreement
circular logrolli
perseverance effect
2. The union of both parties issue sets
issue mix
sequence vs. issue planning
tunnel vision
integrative negotiation
3. The frequency with which some event or pattern occurs in the general population
defend/attack spirals
relationship issues
base rates
enlightened negotiator
4. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
nonspecific compensation
sunk cost framing
common bond groups
enlightened negotiator
5. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
inductive reasoning
social striving
options
distributive negotiations
6. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
deterrence based trust
irritators
non-verbal attending
communication in negotiaion
7. What you really care about - wants needs etc
seller status framing
reciprocity principle
walk away alternative
an interest in negotiation
8. Unable to acces knowledge when we need it
old fashioned negotiator
inert knowledge problem
setting limits
inductive reasoning
9. Means by which people influence others
multiparty negotiations
GRIP goals
egalitarianism hierarchy
unbundling
10. Negotiators thinking they are revealing more information that they actually are
dispositional attribution
verbal minimal encouragers
illusion of transparecy
functional fixedness
11. Members who are attracted to particular members
distributive negotiations
common bond groups
exploration of options
integrative negotiation
12. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
some guild lines in evaluating options and reaching a consensus
contingency contracts
deductive reasoning
egalitarianism hierarchy
13. 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!)
most common cognitive mistakes in Negotiation
options
distributive negotiations
contingency contracts
14. Grounded in complete empathy with another persons desires and intentions
tunnel vision
dispositional attribution
identification based trust
common identity groups
15. What can i do if i walk away without agreement? which is best
ways to generate options to a problem
sunk cost framing
walk away alternative
brainwriting
16. Out of the box thinking
knowledge based trust
endowment effect
divergent thinking
multiphase negotiations
17. Basic human motive concerning preservation of the self versus collective
impossibilty theorem
most common cognitive mistakes in Negotiation
problem solving model
individual collectivism
18. reliability - mutual acceptance - emotions
deterrence based trust
relationship issues
Particularism
contingency contracts
19. External standards or precedents that might convince one or both parties that a proposed agreement is fair
active listening
deductive reasoning
legitimacy
reciprocity principle
20. 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.
sequence planning
commitment
social striving
integrative negotiation
21. Proceed towards one answer
convergent thinking
individual collectivism
enlightened negotiator
GRIP goals
22. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
perseverance effect
most common cognitive mistakes in Negotiation
false conflict or illusory conflict
issue mix
23. Believing something is true even after it has been proven not
social striving
partnership model
aspect ratio framing
perseverance effect
24. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
convergent thinking
key steps in integrative negotiation
deductive reasoning
social loafing
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
partnership model
some guild lines in evaluating options and reaching a consensus
multiphase negotiations
common bond groups
26. We feel obligated to return in kind what others have offered or given us
illusion of transparecy
relevant polarity framing
logrolling
reciprocity principle
27. BATNA - Reservation Price - ZOPA - Value Creation through Trades
most common cognitive mistakes in Negotiation
social striving
unbundling
key components in Negotiation
28. The worst agreement you're willing to accept ('walk-away')
sequence vs. issue planning
base rates
reservation price
active listening activities
29. Making concessions on issues before they are even requested
sunk cost framing
inductive reasoning
defend/attack spirals
premature consessions
30. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
common bond groups
barrier to agreement
setting limits
reciprocity principle
31. Clients are treated like partners
setting limits
relevant polarity framing
partnership model
dispositional attribution
32. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
brainwriting
inert knowledge problem
integrative negotiation
common identity groups
33. Someone who believs one must adopt a tough hard stance to negotiate
an interest in negotiation
some guild lines in evaluating options and reaching a consensus
errors that prevent agreement
old fashioned negotiator
34. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
active listening activities
active listening
key components in Negotiation
functional fixedness
35. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
GRIP goals
illusory correlation
exploration of options
flower child negotiator
36. Based on intuition and emotion
knowledge based trust
GRIP goals
relevant polarity framing
affective route
37. The total of the gains earned by each party in the negotiation
contingency contracts
pivotal power
joint gain
relevant polarity framing
38. See invalid correlations between events
reciprocity principle
issue mix
illusory correlation
commitment
39. When a problem solver bases a strategy on familiar methods
functional fixedness
most common cognitive mistakes in Negotiation
joint gain
affective route
40. Your Best Alternative To a Negotiated Agreement
problem solving model
BATNA
tunnel vision
sequence planning
41. Based on consistency of behvior
key components in Negotiation
contingency contracts
illusion of transparecy
deterrence based trust
42. The derivation of group preference from individual preference is indeterminate
deductive reasoning
illusory correlation
circular logrolli
impossibilty theorem
43. Expand the amount of available resources
non-verbal attending
integrative negotiation
affective route
joint gain
44. 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
identification based trust
multiphase negotiations
inductive reasoning
walk away alternative
45. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
egalitarianism hierarchy
aspect ratio framing
errors that prevent agreement
social loafing
46. How much utility we derive depends on who is providing it
an interest in negotiation
argument dilution
Particularism
most common cognitive mistakes in Negotiation
47. 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
communication in negotiaion
contingency contracts
nonspecific compensation
integrative negotiation
48. Working harder in a group
social striving
ZOPA
egalitarianism hierarchy
inductive reasoning
49. 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
exploration of options
reciprocity principle
walk away alternative
50. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
enlightened negotiator
defend/attack spirals
issue mix
knowledge based trust