SUBJECTS
|
BROWSE
|
CAREER CENTER
|
POPULAR
|
JOIN
|
LOGIN
Business Skills
|
Soft Skills
|
Basic Literacy
|
Certifications
About
|
Help
|
Privacy
|
Terms
|
Email
Search
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. Zone Of Possible Aggreements defined by range between parties' reservation prices
premature consessions
ZOPA
a position in negotiation
illusion of transparecy
2. Division of large - all encompassing issues into smaller more manageable ones
false conflict or illusory conflict
exploration of options
unbundling
some options by redefining the problems (alternative solutions)
3. The total of the gains earned by each party in the negotiation
gamblers fallacy
contingency contracts
joint gain
barrier to agreement
4. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
GRIP goals
argument dilution
errors that prevent agreement
premature consessions
5. What can i do if i walk away without agreement? which is best
social striving
active listening
walk away alternative
seller status framing
6. How much utility we derive depends on who is providing it
nonspecific compensation
Particularism
integrative negotiation
aspect ratio framing
7. Unable to acces knowledge when we need it
commitment
inert knowledge problem
partnership model
functional fixedness
8. Believing something is true even after it has been proven not
cohension
inductive reasoning
perseverance effect
walk away alternative
9. 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.
functional fixedness
key components in Negotiation
sequence planning
distributive negotiations
10. If we reach agreement - we commit to some option
sequence planning
individual collectivism
joint gain
commitment
11. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
cohension
knowledge based trust
divergent thinking
problem solving model
12. Members who are attracted to particular members
common bond groups
cohension
horizon thinkng
legitimacy
13. Tendency for people in group negotiations to underestimate the number of feasible options
endowment effect
exploration of options
tunnel vision
barrier to agreement
14. '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
brainwriting
BATNA
inductive reasoning
15. What you really care about - wants needs etc
inductive reasoning
exploration of options
cohension
an interest in negotiation
16. The union of both parties issue sets
issue mix
affective route
irritators
key components in Negotiation
17. The process of drawing logical conclusions
deductive reasoning
active listening activities
functional fixedness
verbal minimal encouragers
18. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
contingency contracts
identification based trust
horizon thinkng
sequence planning
19. 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
multiphase negotiations
integrative negotiation
key components in Negotiation
20. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
nonspecific compensation
options
reciprocity principle
BATNA
21. Proceed towards one answer
enlightened negotiator
convergent thinking
logrolling
seller status framing
22. The ability to change a losing coalition into winning coalition
issue mix
verbal minimal encouragers
pivotal power
seller status framing
23. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
ZOPA
nonspecific compensation
things to look for when identifying and define the problem
endowment effect
24. Members who are attracted to the group
flower child negotiator
things to look for when identifying and define the problem
common identity groups
a position in negotiation
25. Your Best Alternative To a Negotiated Agreement
horizon thinkng
illusion of transparecy
ZOPA
BATNA
26. 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.
argument dilution
options
functional fixedness
reflections
27. Someone who is too concerned with win-win negotiations they forget to claim resources
flower child negotiator
a position in negotiation
social striving
sequence planning
28. 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
most common cognitive mistakes in Negotiation
BATNA
options
29. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
sequence vs. issue planning
ZOPA
equal concession negotiaitor
legitimacy
30. The derivation of group preference from individual preference is indeterminate
irritators
relationship issues
active listening activities
impossibilty theorem
31. Goals and interests related to: Gain - relationship - identity - process
verbal minimal encouragers
GRIP goals
partnership model
integrative negotiation
32. Often - a consumer is willing to pay more for the identical product or service sold at a swank specialty shop than at discount store. There is a tendency to assign a greater value to the quality of the transaction over the actual intrinsic worth of a
deterrence based trust
seller status framing
multiphase negotiations
relevant polarity framing
33. Making projections about future outcomes
cohension
logrolling
exploration of options
horizon thinkng
34. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
multiphase negotiations
logrolling
circular logrolli
premature consessions
35. Working harder in a group
social striving
premature consessions
sunk cost framing
deductive reasoning
36. Listening actively and empathetically to whatever the other party says
communication in negotiaion
flower child negotiator
defend/attack spirals
non-verbal attending
37. 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
common identity groups
common bond groups
unbundling
38. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
GRIP goals
multiparty negotiations
enlightened negotiator
key components in Negotiation
39. Based on intuition and emotion
ZOPA
inductive reasoning
cognitive route
affective route
40. When a problem solver bases a strategy on familiar methods
illusion of transparecy
some options by redefining the problems (alternative solutions)
functional fixedness
social striving
41. 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
individual collectivism
some options by redefining the problems (alternative solutions)
inductive reasoning
social loafing
42. The tendency to treat chance events as though they have a built in evening out mechanism
gamblers fallacy
dispositional attribution
GRIP goals
divergent thinking
43. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
convergent thinking
false conflict or illusory conflict
ways to generate options to a problem
premature consessions
44. BATNA - Reservation Price - ZOPA - Value Creation through Trades
divergent thinking
GRIP goals
key components in Negotiation
common identity groups
45. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
enlightened negotiator
nonspecific compensation
functional fixedness
key steps in integrative negotiation
46. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
an interest in negotiation
relationship issues
equal concession negotiaitor
endowment effect
47. Based on rational and deliberate thoughts
cognitive route
enlightened negotiator
gamblers fallacy
relevant polarity framing
48. 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
setting limits
false conflict or illusory conflict
tunnel vision
49. 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
sequence vs. issue planning
common identity groups
GRIP goals
some guild lines in evaluating options and reaching a consensus
50. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
equal concession negotiaitor
dispositional attribution
irritators
circular logrolli