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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.
If you are not ready to take this test, you can
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. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
convergent thinking
deterrence based trust
errors that prevent agreement
aspect ratio framing
2. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
seller status framing
knowledge based trust
inert knowledge problem
GRIP goals
3. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
argument dilution
contingency contracts
social striving
ZOPA
4. Tendency for people in group negotiations to underestimate the number of feasible options
premature consessions
tunnel vision
identification based trust
logrolling
5. 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
social loafing
options
cohension
6. Means by which people influence others
egalitarianism hierarchy
aspect ratio framing
key steps in integrative negotiation
inductive reasoning
7. Members who are attracted to the group
common identity groups
GRIP goals
seller status framing
equal concession negotiaitor
8. Unable to acces knowledge when we need it
an interest in negotiation
inert knowledge problem
impossibilty theorem
ways to generate options to a problem
9. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
common identity groups
individual collectivism
ways to generate options to a problem
irritators
10. Proceed towards one answer
convergent thinking
equal concession negotiaitor
tunnel vision
cohension
11. Goals and interests related to: Gain - relationship - identity - process
endowment effect
active listening
multiphase negotiations
GRIP goals
12. Working less hard in a group
egalitarianism hierarchy
social loafing
key components in Negotiation
deductive reasoning
13. The ability to change a losing coalition into winning coalition
contingency contracts
pivotal power
common identity groups
setting limits
14. The derivation of group preference from individual preference is indeterminate
impossibilty theorem
contingency contracts
integrative negotiation
most common cognitive mistakes in Negotiation
15. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
setting limits
illusory correlation
enlightened negotiator
joint gain
16. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
false conflict or illusory conflict
sequence planning
issue mix
equal concession negotiaitor
17. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
old fashioned negotiator
egalitarianism hierarchy
endowment effect
key steps in integrative negotiation
18. See invalid correlations between events
social striving
illusory correlation
cognitive route
brainwriting
19. Listening actively and empathetically to whatever the other party says
issue mix
ZOPA
communication in negotiaion
non-verbal attending
20. Out of the box thinking
illusory correlation
divergent thinking
active listening activities
nonspecific compensation
21. Someone who is too concerned with win-win negotiations they forget to claim resources
flower child negotiator
false conflict or illusory conflict
premature consessions
verbal minimal encouragers
22. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
seller status framing
defend/attack spirals
reciprocity principle
BATNA
23. What can i do if i walk away without agreement? which is best
problem solving model
commitment
walk away alternative
integrative negotiation
24. Members who are attracted to particular members
perseverance effect
seller status framing
common bond groups
verbal minimal encouragers
25. Based on intuition and emotion
affective route
individual collectivism
unbundling
perseverance effect
26. Expand the amount of available resources
communication in negotiaion
brainwriting
integrative negotiation
deductive reasoning
27. The strenght of positive relations within a team
communication in negotiaion
GRIP goals
cohension
base rates
28. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
some guild lines in evaluating options and reaching a consensus
reflections
commitment
barrier to agreement
29. 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
seller status framing
gamblers fallacy
some options by redefining the problems (alternative solutions)
ZOPA
30. What you really care about - wants needs etc
issue mix
knowledge based trust
divergent thinking
an interest in negotiation
31. 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
problem solving model
horizon thinkng
some options by redefining the problems (alternative solutions)
circular logrolli
32. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
social loafing
deterrence based trust
enlightened negotiator
ways to generate options to a problem
33. 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
joint gain
contingency contracts
sequence planning
34. When a problem solver bases a strategy on familiar methods
cognitive route
issue mix
problem solving model
functional fixedness
35. 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
deductive reasoning
some guild lines in evaluating options and reaching a consensus
social striving
walk away alternative
36. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
barrier to agreement
circular logrolli
argument dilution
reflections
37. The total of the gains earned by each party in the negotiation
deductive reasoning
joint gain
deterrence based trust
things to look for when identifying and define the problem
38. The frequency with which some event or pattern occurs in the general population
ZOPA
base rates
divergent thinking
relevant polarity framing
39. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
dispositional attribution
active listening
verbal minimal encouragers
some guild lines in evaluating options and reaching a consensus
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
egalitarianism hierarchy
relevant polarity framing
reflections
equal concession negotiaitor
41. The worst agreement you're willing to accept ('walk-away')
reflections
sequence vs. issue planning
reservation price
identification based trust
42. We feel obligated to return in kind what others have offered or given us
sequence planning
reciprocity principle
egalitarianism hierarchy
setting limits
43. What you say you want - your solution
contingency contracts
deductive reasoning
deterrence based trust
a position in negotiation
44. 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
gamblers fallacy
most common cognitive mistakes in Negotiation
circular logrolli
BATNA
45. Negotiators thinking they are revealing more information that they actually are
illusion of transparecy
verbal minimal encouragers
contingency contracts
inductive reasoning
46. 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
barrier to agreement
circular logrolli
individual collectivism
47. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
active listening
communication in negotiaion
legitimacy
cohension
48. Believing something is true even after it has been proven not
ZOPA
perseverance effect
Particularism
inductive reasoning
49. Making concessions on issues before they are even requested
an interest in negotiation
premature consessions
non-verbal attending
perseverance effect
50. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
distributive negotiations
integrative negotiation
problem solving model
active listening activities
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