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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. Unable to acces knowledge when we need it
inert knowledge problem
inductive reasoning
social striving
partnership model
2. 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
perseverance effect
argument dilution
distributive negotiations
multiphase negotiations
3. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
argument dilution
seller status framing
sequence vs. issue planning
nonspecific compensation
4. 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
illusion of transparecy
sunk cost framing
relevant polarity framing
5. Members who are attracted to particular members
impossibilty theorem
most common cognitive mistakes in Negotiation
enlightened negotiator
common bond groups
6. Working less hard in a group
distributive negotiations
social loafing
ZOPA
some guild lines in evaluating options and reaching a consensus
7. The strenght of positive relations within a team
gamblers fallacy
cohension
distributive negotiations
illusion of transparecy
8. The worst agreement you're willing to accept ('walk-away')
nonspecific compensation
an interest in negotiation
walk away alternative
reservation price
9. Zone Of Possible Aggreements defined by range between parties' reservation prices
reflections
deterrence based trust
enlightened negotiator
ZOPA
10. Working harder in a group
social striving
commitment
seller status framing
endowment effect
11. Based on intuition and emotion
sequence planning
inert knowledge problem
affective route
individual collectivism
12. '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
distributive negotiations
illusory correlation
logrolling
13. Making concessions on issues before they are even requested
base rates
affective route
key components in Negotiation
premature consessions
14. The derivation of group preference from individual preference is indeterminate
cognitive route
some options by redefining the problems (alternative solutions)
non-verbal attending
impossibilty theorem
15. The frequency with which some event or pattern occurs in the general population
premature consessions
communication in negotiaion
circular logrolli
base rates
16. Proceed towards one answer
identification based trust
sunk cost framing
inert knowledge problem
convergent thinking
17. What you say you want - your solution
logrolling
divergent thinking
a position in negotiation
illusory correlation
18. External standards or precedents that might convince one or both parties that a proposed agreement is fair
deductive reasoning
non-verbal attending
integrative negotiation
legitimacy
19. Expand the amount of available resources
integrative negotiation
egalitarianism hierarchy
flower child negotiator
individual collectivism
20. 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
legitimacy
nonspecific compensation
equal concession negotiaitor
circular logrolli
21. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
premature consessions
verbal minimal encouragers
false conflict or illusory conflict
barrier to agreement
22. Division of large - all encompassing issues into smaller more manageable ones
ZOPA
distributive negotiations
social loafing
unbundling
23. Tendency for people in group negotiations to underestimate the number of feasible options
premature consessions
sequence vs. issue planning
tunnel vision
problem solving model
24. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
identification based trust
horizon thinkng
errors that prevent agreement
cognitive route
25. How much utility we derive depends on who is providing it
walk away alternative
reciprocity principle
contingency contracts
Particularism
26. Based on rational and deliberate thoughts
cognitive route
circular logrolli
inductive reasoning
reflections
27. Basic human motive concerning preservation of the self versus collective
relationship issues
walk away alternative
sequence vs. issue planning
individual collectivism
28. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
perseverance effect
an interest in negotiation
contingency contracts
options
29. 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.
things to look for when identifying and define the problem
sequence planning
reflections
GRIP goals
30. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
inductive reasoning
false conflict or illusory conflict
deductive reasoning
active listening
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)
partnership model
base rates
non-verbal attending
legitimacy
32. Someone who is too concerned with win-win negotiations they forget to claim resources
flower child negotiator
contingency contracts
illusory correlation
logrolling
33. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
defend/attack spirals
common identity groups
irritators
partnership model
34. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
problem solving model
common bond groups
inductive reasoning
ways to generate options to a problem
35. What can i do if i walk away without agreement? which is best
walk away alternative
egalitarianism hierarchy
enlightened negotiator
relationship issues
36. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
sequence vs. issue planning
dispositional attribution
identification based trust
common bond groups
37. The tendency to treat chance events as though they have a built in evening out mechanism
gamblers fallacy
multiparty negotiations
a position in negotiation
relevant polarity framing
38. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
dispositional attribution
inductive reasoning
common identity groups
key components in Negotiation
39. 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!)
integrative negotiation
egalitarianism hierarchy
most common cognitive mistakes in Negotiation
argument dilution
40. Grounded in complete empathy with another persons desires and intentions
brainwriting
sequence planning
illusory correlation
identification based trust
41. Based on consistency of behvior
problem solving model
cohension
defend/attack spirals
deterrence based trust
42. BATNA - Reservation Price - ZOPA - Value Creation through Trades
key components in Negotiation
inductive reasoning
impossibilty theorem
reciprocity principle
43. 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.
integrative negotiation
illusion of transparecy
old fashioned negotiator
sunk cost framing
44. The process of drawing logical conclusions
seller status framing
equal concession negotiaitor
sequence planning
deductive reasoning
45. 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
a position in negotiation
things to look for when identifying and define the problem
GRIP goals
perseverance effect
46. 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
issue mix
contingency contracts
illusory correlation
47. Negotiators thinking they are revealing more information that they actually are
brainwriting
illusion of transparecy
ZOPA
sequence vs. issue planning
48. 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
Particularism
deterrence based trust
integrative negotiation
49. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
perseverance effect
equal concession negotiaitor
argument dilution
illusory correlation
50. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
endowment effect
knowledge based trust
multiphase negotiations
contingency contracts