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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. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
identification based trust
non-verbal attending
individual collectivism
endowment effect
2. 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!)
non-verbal attending
common bond groups
options
most common cognitive mistakes in Negotiation
3. What you really care about - wants needs etc
problem solving model
an interest in negotiation
legitimacy
distributive negotiations
4. 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
gamblers fallacy
functional fixedness
base rates
5. Based on intuition and emotion
logrolling
affective route
divergent thinking
joint gain
6. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
active listening
relationship issues
argument dilution
a position in negotiation
7. The total of the gains earned by each party in the negotiation
dispositional attribution
defend/attack spirals
endowment effect
joint gain
8. The tendency to treat chance events as though they have a built in evening out mechanism
reservation price
aspect ratio framing
impossibilty theorem
gamblers fallacy
9. Division of large - all encompassing issues into smaller more manageable ones
cohension
unbundling
ZOPA
integrative negotiation
10. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
errors that prevent agreement
walk away alternative
irritators
an interest in negotiation
11. Working harder in a group
reservation price
sequence vs. issue planning
social striving
integrative negotiation
12. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
issue mix
premature consessions
exploration of options
sequence planning
13. Making concessions on issues before they are even requested
partnership model
premature consessions
reciprocity principle
common bond groups
14. Members who are attracted to the group
common identity groups
logrolling
illusion of transparecy
functional fixedness
15. 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
deductive reasoning
things to look for when identifying and define the problem
identification based trust
brainwriting
16. Believing something is true even after it has been proven not
contingency contracts
irritators
unbundling
perseverance effect
17. The ability to change a losing coalition into winning coalition
egalitarianism hierarchy
pivotal power
inductive reasoning
deterrence based trust
18. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
seller status framing
active listening activities
individual collectivism
key components in Negotiation
19. Your Best Alternative To a Negotiated Agreement
relevant polarity framing
base rates
defend/attack spirals
BATNA
20. Proceed towards one answer
convergent thinking
impossibilty theorem
GRIP goals
relationship issues
21. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
multiphase negotiations
perseverance effect
reflections
knowledge based trust
22. 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.
cohension
circular logrolli
argument dilution
premature consessions
23. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
an interest in negotiation
verbal minimal encouragers
logrolling
equal concession negotiaitor
24. Form of hypothesis testing - or trial and error
inductive reasoning
deductive reasoning
nonspecific compensation
equal concession negotiaitor
25. 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
impossibilty theorem
social striving
joint gain
26. Making projections about future outcomes
divergent thinking
pivotal power
horizon thinkng
GRIP goals
27. Out of the box thinking
cognitive route
divergent thinking
reflections
cohension
28. Someone who is too concerned with win-win negotiations they forget to claim resources
key components in Negotiation
Particularism
logrolling
flower child negotiator
29. Working less hard in a group
endowment effect
affective route
logrolling
social loafing
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
tunnel vision
setting limits
joint gain
integrative negotiation
31. '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
GRIP goals
pivotal power
individual collectivism
relevant polarity framing
32. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
sequence planning
circular logrolli
deductive reasoning
inductive reasoning
33. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
Particularism
multiphase negotiations
sequence planning
contingency contracts
34. The frequency with which some event or pattern occurs in the general population
perseverance effect
Particularism
base rates
exploration of options
35. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
verbal minimal encouragers
barrier to agreement
circular logrolli
social loafing
36. Zone Of Possible Aggreements defined by range between parties' reservation prices
commitment
deterrence based trust
illusion of transparecy
ZOPA
37. If we reach agreement - we commit to some option
flower child negotiator
barrier to agreement
commitment
things to look for when identifying and define the problem
38. See invalid correlations between events
knowledge based trust
ways to generate options to a problem
unbundling
illusory correlation
39. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
horizon thinkng
brainwriting
pivotal power
enlightened negotiator
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
irritators
BATNA
brainwriting
aspect ratio framing
41. Clients are treated like partners
Particularism
partnership model
perseverance effect
non-verbal attending
42. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
flower child negotiator
errors that prevent agreement
active listening activities
egalitarianism hierarchy
43. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
integrative negotiation
knowledge based trust
options
irritators
44. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
cohension
sequence planning
problem solving model
impossibilty theorem
45. Based on rational and deliberate thoughts
reflections
tunnel vision
cognitive route
aspect ratio framing
46. Means by which people influence others
egalitarianism hierarchy
premature consessions
relevant polarity framing
divergent thinking
47. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
sequence vs. issue planning
reflections
things to look for when identifying and define the problem
affective route
48. 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
distributive negotiations
equal concession negotiaitor
premature consessions
cognitive route
49. Brainstorming - electronic brainstorming - surveys
some options by redefining the problems (alternative solutions)
ways to generate options to a problem
illusion of transparecy
illusory correlation
50. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
old fashioned negotiator
unbundling
an interest in negotiation
defend/attack spirals