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Test your basic knowledge |
Negotiation
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Study First
Subject
:
soft-skills
Instructions:
Answer 50 questions in 15 minutes.
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study here
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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. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
reflections
verbal minimal encouragers
old fashioned negotiator
inductive reasoning
2. How much utility we derive depends on who is providing it
circular logrolli
Particularism
common bond groups
communication in negotiaion
3. What can i do if i walk away without agreement? which is best
walk away alternative
false conflict or illusory conflict
errors that prevent agreement
multiparty negotiations
4. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
an interest in negotiation
common identity groups
errors that prevent agreement
enlightened negotiator
5. Clients are treated like partners
base rates
contingency contracts
partnership model
sequence planning
6. The frequency with which some event or pattern occurs in the general population
base rates
inert knowledge problem
divergent thinking
convergent thinking
7. 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
relationship issues
illusory correlation
tunnel vision
8. The worst agreement you're willing to accept ('walk-away')
seller status framing
circular logrolli
contingency contracts
reservation price
9. Expand the amount of available resources
enlightened negotiator
aspect ratio framing
integrative negotiation
errors that prevent agreement
10. If we reach agreement - we commit to some option
unbundling
partnership model
sunk cost framing
commitment
11. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
irritators
problem solving model
endowment effect
setting limits
12. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
BATNA
active listening activities
premature consessions
convergent thinking
13. Making concessions on issues before they are even requested
gamblers fallacy
premature consessions
commitment
argument dilution
14. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
relationship issues
illusory correlation
key steps in integrative negotiation
setting limits
15. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
aspect ratio framing
sequence vs. issue planning
false conflict or illusory conflict
common bond groups
16. Members who are attracted to particular members
common bond groups
inert knowledge problem
errors that prevent agreement
relevant polarity framing
17. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
multiparty negotiations
equal concession negotiaitor
convergent thinking
knowledge based trust
18. What you really care about - wants needs etc
an interest in negotiation
joint gain
deterrence based trust
relationship issues
19. Out of the box thinking
divergent thinking
pivotal power
errors that prevent agreement
sequence vs. issue planning
20. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
contingency contracts
commitment
multiparty negotiations
illusion of transparecy
21. Proceed towards one answer
setting limits
unbundling
integrative negotiation
convergent thinking
22. Grounded in complete empathy with another persons desires and intentions
integrative negotiation
active listening
irritators
identification based trust
23. Based on intuition and emotion
old fashioned negotiator
seller status framing
affective route
setting limits
24. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
reflections
horizon thinkng
issue mix
false conflict or illusory conflict
25. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
divergent thinking
social striving
endowment effect
communication in negotiaion
26. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
flower child negotiator
brainwriting
irritators
defend/attack spirals
27. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
social loafing
barrier to agreement
logrolling
convergent thinking
28. 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
most common cognitive mistakes in Negotiation
knowledge based trust
some options by redefining the problems (alternative solutions)
argument dilution
29. The process of drawing logical conclusions
endowment effect
deductive reasoning
problem solving model
things to look for when identifying and define the problem
30. Believing something is true even after it has been proven not
cognitive route
perseverance effect
integrative negotiation
argument dilution
31. 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
multiphase negotiations
gamblers fallacy
inductive reasoning
non-verbal attending
32. Basic human motive concerning preservation of the self versus collective
individual collectivism
cognitive route
problem solving model
illusion of transparecy
33. 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
sunk cost framing
some guild lines in evaluating options and reaching a consensus
problem solving model
ways to generate options to a problem
34. Means by which people influence others
reservation price
contingency contracts
some options by redefining the problems (alternative solutions)
egalitarianism hierarchy
35. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
options
argument dilution
sequence vs. issue planning
deductive reasoning
36. 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.
perseverance effect
sequence planning
active listening activities
setting limits
37. 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
multiparty negotiations
legitimacy
dispositional attribution
common identity groups
38. When a problem solver bases a strategy on familiar methods
argument dilution
barrier to agreement
perseverance effect
functional fixedness
39. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
social striving
tunnel vision
setting limits
knowledge based trust
40. '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
gamblers fallacy
BATNA
GRIP goals
relevant polarity framing
41. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
circular logrolli
inductive reasoning
social loafing
seller status framing
42. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
irritators
false conflict or illusory conflict
unbundling
Particularism
43. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
cognitive route
relationship issues
sunk cost framing
nonspecific compensation
44. The ability to change a losing coalition into winning coalition
logrolling
pivotal power
errors that prevent agreement
multiparty negotiations
45. 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
integrative negotiation
options
individual collectivism
problem solving model
46. Your Best Alternative To a Negotiated Agreement
barrier to agreement
integrative negotiation
BATNA
relevant polarity framing
47. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
distributive negotiations
multiphase negotiations
brainwriting
exploration of options
48. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
enlightened negotiator
multiphase negotiations
seller status framing
inductive reasoning
49. 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
impossibilty theorem
relationship issues
circular logrolli
identification based trust
50. External standards or precedents that might convince one or both parties that a proposed agreement is fair
nonspecific compensation
legitimacy
flower child negotiator
common identity groups
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