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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. 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
deterrence based trust
an interest in negotiation
some guild lines in evaluating options and reaching a consensus
most common cognitive mistakes in Negotiation
2. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
an interest in negotiation
false conflict or illusory conflict
Particularism
seller status framing
3. '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
relevant polarity framing
dispositional attribution
aspect ratio framing
illusory correlation
4. Believing something is true even after it has been proven not
social striving
perseverance effect
key steps in integrative negotiation
sequence vs. issue planning
5. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
identification based trust
an interest in negotiation
exploration of options
errors that prevent agreement
6. 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
Particularism
options
contingency contracts
some options by redefining the problems (alternative solutions)
7. Based on consistency of behvior
deterrence based trust
circular logrolli
multiphase negotiations
endowment effect
8. The strenght of positive relations within a team
reflections
relationship issues
deterrence based trust
cohension
9. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
a position in negotiation
verbal minimal encouragers
legitimacy
irritators
10. What you really care about - wants needs etc
some options by redefining the problems (alternative solutions)
reflections
reciprocity principle
an interest in negotiation
11. 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.
inert knowledge problem
individual collectivism
commitment
sunk cost framing
12. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
problem solving model
exploration of options
divergent thinking
functional fixedness
13. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
horizon thinkng
integrative negotiation
nonspecific compensation
things to look for when identifying and define the problem
14. What you say you want - your solution
key steps in integrative negotiation
most common cognitive mistakes in Negotiation
nonspecific compensation
a position in negotiation
15. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
common identity groups
common bond groups
brainwriting
egalitarianism hierarchy
16. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
brainwriting
reciprocity principle
active listening activities
non-verbal attending
17. 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
individual collectivism
BATNA
reservation price
integrative negotiation
18. The derivation of group preference from individual preference is indeterminate
walk away alternative
impossibilty theorem
deductive reasoning
tunnel vision
19. Making concessions on issues before they are even requested
old fashioned negotiator
premature consessions
multiphase negotiations
distributive negotiations
20. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
active listening
affective route
seller status framing
errors that prevent agreement
21. Brainstorming - electronic brainstorming - surveys
sequence planning
verbal minimal encouragers
ways to generate options to a problem
individual collectivism
22. The process of drawing logical conclusions
functional fixedness
some options by redefining the problems (alternative solutions)
things to look for when identifying and define the problem
deductive reasoning
23. 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)
non-verbal attending
communication in negotiaion
cognitive route
sequence planning
24. 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.
setting limits
barrier to agreement
inductive reasoning
sequence planning
25. The frequency with which some event or pattern occurs in the general population
multiparty negotiations
Particularism
common bond groups
base rates
26. The ability to change a losing coalition into winning coalition
deterrence based trust
pivotal power
a position in negotiation
commitment
27. 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
endowment effect
old fashioned negotiator
circular logrolli
deductive reasoning
28. See invalid correlations between events
options
illusory correlation
pivotal power
sunk cost framing
29. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
key steps in integrative negotiation
enlightened negotiator
active listening
deductive reasoning
30. The worst agreement you're willing to accept ('walk-away')
reservation price
enlightened negotiator
a position in negotiation
common bond groups
31. Proceed towards one answer
partnership model
reservation price
functional fixedness
convergent thinking
32. 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
endowment effect
social loafing
reservation price
33. Zone Of Possible Aggreements defined by range between parties' reservation prices
commitment
multiparty negotiations
endowment effect
ZOPA
34. The union of both parties issue sets
communication in negotiaion
aspect ratio framing
issue mix
relationship issues
35. 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
individual collectivism
multiphase negotiations
ZOPA
common bond groups
36. Listening actively and empathetically to whatever the other party says
communication in negotiaion
legitimacy
horizon thinkng
divergent thinking
37. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
logrolling
deductive reasoning
walk away alternative
distributive negotiations
38. Members who are attracted to the group
issue mix
common identity groups
horizon thinkng
old fashioned negotiator
39. Expand the amount of available resources
integrative negotiation
distributive negotiations
common identity groups
brainwriting
40. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
premature consessions
equal concession negotiaitor
old fashioned negotiator
false conflict or illusory conflict
41. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
social striving
ZOPA
logrolling
sequence vs. issue planning
42. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
integrative negotiation
a position in negotiation
contingency contracts
premature consessions
43. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
deductive reasoning
base rates
cognitive route
knowledge based trust
44. Coalitions can form among parties - Natural Coalitions:allies share a broad range of common interests - there are likely to be frequent allies - single-issue coalitions:Parties difffer on other issues unite on singe issue - might be Strange Bedfellow
things to look for when identifying and define the problem
multiparty negotiations
old fashioned negotiator
non-verbal attending
45. Division of large - all encompassing issues into smaller more manageable ones
unbundling
irritators
multiparty negotiations
some guild lines in evaluating options and reaching a consensus
46. Based on intuition and emotion
old fashioned negotiator
individual collectivism
key steps in integrative negotiation
affective route
47. Members who are attracted to particular members
inductive reasoning
distributive negotiations
functional fixedness
common bond groups
48. External standards or precedents that might convince one or both parties that a proposed agreement is fair
aspect ratio framing
impossibilty theorem
legitimacy
pivotal power
49. One that calls into question anothers character
dispositional attribution
most common cognitive mistakes in Negotiation
joint gain
a position in negotiation
50. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
key steps in integrative negotiation
impossibilty theorem
GRIP goals
cognitive route