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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. 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.
deterrence based trust
knowledge based trust
individual collectivism
sequence planning
2. When a problem solver bases a strategy on familiar methods
functional fixedness
old fashioned negotiator
enlightened negotiator
options
3. 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
endowment effect
dispositional attribution
individual collectivism
integrative negotiation
4. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
affective route
gamblers fallacy
aspect ratio framing
false conflict or illusory conflict
5. Someone who is too concerned with win-win negotiations they forget to claim resources
reflections
cognitive route
most common cognitive mistakes in Negotiation
flower child negotiator
6. Basic human motive concerning preservation of the self versus collective
reservation price
relationship issues
key steps in integrative negotiation
individual collectivism
7. Working harder in a group
flower child negotiator
social striving
argument dilution
sequence planning
8. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
identification based trust
problem solving model
non-verbal attending
nonspecific compensation
9. Zone Of Possible Aggreements defined by range between parties' reservation prices
ZOPA
deductive reasoning
Particularism
common identity groups
10. The frequency with which some event or pattern occurs in the general population
pivotal power
common identity groups
base rates
dispositional attribution
11. Negotiators thinking they are revealing more information that they actually are
key components in Negotiation
illusion of transparecy
horizon thinkng
things to look for when identifying and define the problem
12. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
perseverance effect
irritators
ZOPA
pivotal power
13. Tendency for people in group negotiations to underestimate the number of feasible options
contingency contracts
tunnel vision
legitimacy
issue mix
14. Making projections about future outcomes
GRIP goals
horizon thinkng
dispositional attribution
reservation price
15. 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
some guild lines in evaluating options and reaching a consensus
identification based trust
sequence vs. issue planning
brainwriting
16. 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
aspect ratio framing
key steps in integrative negotiation
nonspecific compensation
partnership model
17. Working less hard in a group
sequence planning
social loafing
individual collectivism
legitimacy
18. If we reach agreement - we commit to some option
commitment
illusion of transparecy
cognitive route
logrolling
19. 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
non-verbal attending
multiphase negotiations
cognitive route
reflections
20. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
common bond groups
knowledge based trust
setting limits
errors that prevent agreement
21. The strenght of positive relations within a team
false conflict or illusory conflict
divergent thinking
commitment
cohension
22. 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
dispositional attribution
things to look for when identifying and define the problem
impossibilty theorem
communication in negotiaion
23. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
egalitarianism hierarchy
equal concession negotiaitor
integrative negotiation
nonspecific compensation
24. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
walk away alternative
brainwriting
joint gain
verbal minimal encouragers
25. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
integrative negotiation
ways to generate options to a problem
sunk cost framing
enlightened negotiator
26. Division of large - all encompassing issues into smaller more manageable ones
reflections
unbundling
relationship issues
gamblers fallacy
27. 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
perseverance effect
errors that prevent agreement
integrative negotiation
28. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
sequence vs. issue planning
deductive reasoning
sunk cost framing
impossibilty theorem
29. The total of the gains earned by each party in the negotiation
a position in negotiation
joint gain
commitment
some guild lines in evaluating options and reaching a consensus
30. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
issue mix
inductive reasoning
joint gain
ZOPA
31. Making concessions on issues before they are even requested
premature consessions
most common cognitive mistakes in Negotiation
common identity groups
egalitarianism hierarchy
32. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
endowment effect
errors that prevent agreement
pivotal power
integrative negotiation
33. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
equal concession negotiaitor
seller status framing
affective route
reservation price
34. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
unbundling
common bond groups
distributive negotiations
barrier to agreement
35. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
logrolling
individual collectivism
key components in Negotiation
options
36. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
exploration of options
multiphase negotiations
reflections
deterrence based trust
37. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
communication in negotiaion
defend/attack spirals
key steps in integrative negotiation
relationship issues
38. The union of both parties issue sets
key components in Negotiation
multiparty negotiations
issue mix
integrative negotiation
39. 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.
options
illusion of transparecy
sunk cost framing
common bond groups
40. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
options
inductive reasoning
setting limits
GRIP goals
41. Someone who believs one must adopt a tough hard stance to negotiate
partnership model
illusion of transparecy
deductive reasoning
old fashioned negotiator
42. Goals and interests related to: Gain - relationship - identity - process
GRIP goals
illusory correlation
brainwriting
common identity groups
43. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
pivotal power
inductive reasoning
verbal minimal encouragers
reflections
44. Brainstorming - electronic brainstorming - surveys
ways to generate options to a problem
verbal minimal encouragers
seller status framing
functional fixedness
45. BATNA - Reservation Price - ZOPA - Value Creation through Trades
identification based trust
multiparty negotiations
social striving
key components in Negotiation
46. Means by which people influence others
problem solving model
egalitarianism hierarchy
defend/attack spirals
individual collectivism
47. 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
seller status framing
an interest in negotiation
joint gain
48. How much utility we derive depends on who is providing it
issue mix
argument dilution
aspect ratio framing
Particularism
49. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
pivotal power
affective route
common bond groups
active listening
50. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
defend/attack spirals
deterrence based trust
old fashioned negotiator
aspect ratio framing