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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. 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
social loafing
perseverance effect
problem solving model
distributive negotiations
2. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
setting limits
dispositional attribution
endowment effect
equal concession negotiaitor
3. The worst agreement you're willing to accept ('walk-away')
social loafing
reservation price
tunnel vision
things to look for when identifying and define the problem
4. Based on rational and deliberate thoughts
cognitive route
pivotal power
relationship issues
BATNA
5. How much utility we derive depends on who is providing it
tunnel vision
Particularism
egalitarianism hierarchy
GRIP goals
6. Proceed towards one answer
inductive reasoning
convergent thinking
enlightened negotiator
circular logrolli
7. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
inductive reasoning
reflections
pivotal power
exploration of options
8. The strenght of positive relations within a team
cohension
barrier to agreement
nonspecific compensation
active listening activities
9. 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
an interest in negotiation
circular logrolli
exploration of options
equal concession negotiaitor
10. Someone who believs one must adopt a tough hard stance to negotiate
verbal minimal encouragers
key components in Negotiation
reflections
old fashioned negotiator
11. External standards or precedents that might convince one or both parties that a proposed agreement is fair
reservation price
legitimacy
most common cognitive mistakes in Negotiation
affective route
12. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
functional fixedness
some guild lines in evaluating options and reaching a consensus
barrier to agreement
false conflict or illusory conflict
13. Believing something is true even after it has been proven not
aspect ratio framing
things to look for when identifying and define the problem
perseverance effect
active listening activities
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
social striving
joint gain
setting limits
relationship issues
15. 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.
horizon thinkng
walk away alternative
reservation price
sequence planning
16. Negotiators thinking they are revealing more information that they actually are
active listening
illusion of transparecy
flower child negotiator
integrative negotiation
17. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
distributive negotiations
problem solving model
base rates
cohension
18. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
brainwriting
knowledge based trust
defend/attack spirals
common bond groups
19. 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
brainwriting
partnership model
setting limits
integrative negotiation
20. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
key components in Negotiation
errors that prevent agreement
multiparty negotiations
communication in negotiaion
21. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
horizon thinkng
GRIP goals
verbal minimal encouragers
sequence vs. issue planning
22. 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.
social loafing
sunk cost framing
irritators
egalitarianism hierarchy
23. Making projections about future outcomes
illusion of transparecy
horizon thinkng
active listening activities
non-verbal attending
24. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
reservation price
an interest in negotiation
contingency contracts
knowledge based trust
25. Tendency for people in group negotiations to underestimate the number of feasible options
a position in negotiation
tunnel vision
convergent thinking
endowment effect
26. What you say you want - your solution
equal concession negotiaitor
contingency contracts
relevant polarity framing
a position in negotiation
27. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
options
Particularism
flower child negotiator
active listening activities
28. Division of large - all encompassing issues into smaller more manageable ones
an interest in negotiation
base rates
dispositional attribution
unbundling
29. BATNA - Reservation Price - ZOPA - Value Creation through Trades
contingency contracts
key components in Negotiation
problem solving model
premature consessions
30. Brainstorming - electronic brainstorming - surveys
ways to generate options to a problem
egalitarianism hierarchy
reflections
deductive reasoning
31. 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)
joint gain
some guild lines in evaluating options and reaching a consensus
non-verbal attending
identification based trust
32. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
social striving
exploration of options
flower child negotiator
common bond groups
33. Clients are treated like partners
inductive reasoning
some options by redefining the problems (alternative solutions)
impossibilty theorem
partnership model
34. The union of both parties issue sets
knowledge based trust
defend/attack spirals
integrative negotiation
issue mix
35. The frequency with which some event or pattern occurs in the general population
unbundling
setting limits
base rates
illusory correlation
36. Working less hard in a group
flower child negotiator
integrative negotiation
legitimacy
social loafing
37. 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
relevant polarity framing
things to look for when identifying and define the problem
distributive negotiations
nonspecific compensation
38. reliability - mutual acceptance - emotions
relationship issues
GRIP goals
deductive reasoning
ZOPA
39. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
contingency contracts
joint gain
problem solving model
inert knowledge problem
40. Unable to acces knowledge when we need it
illusory correlation
multiphase negotiations
inert knowledge problem
dispositional attribution
41. The total of the gains earned by each party in the negotiation
unbundling
aspect ratio framing
horizon thinkng
joint gain
42. Means by which people influence others
affective route
egalitarianism hierarchy
seller status framing
equal concession negotiaitor
43. The process of drawing logical conclusions
deductive reasoning
horizon thinkng
premature consessions
active listening activities
44. Zone Of Possible Aggreements defined by range between parties' reservation prices
aspect ratio framing
sequence planning
ZOPA
illusory correlation
45. What you really care about - wants needs etc
divergent thinking
an interest in negotiation
convergent thinking
aspect ratio framing
46. Based on intuition and emotion
affective route
contingency contracts
issue mix
irritators
47. '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
convergent thinking
relevant polarity framing
sequence vs. issue planning
errors that prevent agreement
48. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
sunk cost framing
Particularism
active listening activities
functional fixedness
49. Form of hypothesis testing - or trial and error
pivotal power
common bond groups
inductive reasoning
non-verbal attending
50. Your Best Alternative To a Negotiated Agreement
egalitarianism hierarchy
BATNA
key steps in integrative negotiation
non-verbal attending