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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
.
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. The total of the gains earned by each party in the negotiation
key components in Negotiation
joint gain
GRIP goals
active listening
2. The tendency to treat chance events as though they have a built in evening out mechanism
irritators
seller status framing
gamblers fallacy
options
3. What you say you want - your solution
relevant polarity framing
reciprocity principle
a position in negotiation
key steps in integrative negotiation
4. Proceed towards one answer
illusory correlation
relevant polarity framing
convergent thinking
false conflict or illusory conflict
5. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
divergent thinking
sequence vs. issue planning
deterrence based trust
contingency contracts
6. When a problem solver bases a strategy on familiar methods
functional fixedness
sequence vs. issue planning
aspect ratio framing
common identity groups
7. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
cohension
irritators
walk away alternative
an interest in negotiation
8. 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)
old fashioned negotiator
inert knowledge problem
non-verbal attending
sunk cost framing
9. 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
exploration of options
Particularism
some guild lines in evaluating options and reaching a consensus
seller status framing
10. Unable to acces knowledge when we need it
errors that prevent agreement
sequence planning
inert knowledge problem
problem solving model
11. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
unbundling
verbal minimal encouragers
nonspecific compensation
reservation price
12. 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
brainwriting
dispositional attribution
false conflict or illusory conflict
circular logrolli
13. Based on rational and deliberate thoughts
knowledge based trust
legitimacy
inert knowledge problem
cognitive route
14. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
social striving
circular logrolli
ZOPA
false conflict or illusory conflict
15. 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!)
social loafing
issue mix
joint gain
most common cognitive mistakes in Negotiation
16. Goals and interests related to: Gain - relationship - identity - process
logrolling
cohension
knowledge based trust
GRIP goals
17. Basic human motive concerning preservation of the self versus collective
tunnel vision
individual collectivism
seller status framing
communication in negotiaion
18. Your Best Alternative To a Negotiated Agreement
a position in negotiation
BATNA
brainwriting
active listening activities
19. 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
flower child negotiator
inductive reasoning
distributive negotiations
BATNA
20. The union of both parties issue sets
distributive negotiations
issue mix
base rates
illusion of transparecy
21. BATNA - Reservation Price - ZOPA - Value Creation through Trades
argument dilution
key components in Negotiation
inductive reasoning
partnership model
22. Tendency for people in group negotiations to underestimate the number of feasible options
pivotal power
knowledge based trust
tunnel vision
a position in negotiation
23. We feel obligated to return in kind what others have offered or given us
reciprocity principle
perseverance effect
some guild lines in evaluating options and reaching a consensus
deductive reasoning
24. Zone Of Possible Aggreements defined by range between parties' reservation prices
aspect ratio framing
issue mix
ZOPA
integrative negotiation
25. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
problem solving model
partnership model
joint gain
relevant polarity framing
26. Believing something is true even after it has been proven not
multiparty negotiations
perseverance effect
Particularism
deductive reasoning
27. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
old fashioned negotiator
reflections
contingency contracts
logrolling
28. Form of hypothesis testing - or trial and error
options
unbundling
argument dilution
inductive reasoning
29. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
aspect ratio framing
endowment effect
impossibilty theorem
commitment
30. 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
inductive reasoning
multiphase negotiations
relationship issues
old fashioned negotiator
31. Negotiators thinking they are revealing more information that they actually are
sequence planning
old fashioned negotiator
equal concession negotiaitor
illusion of transparecy
32. The derivation of group preference from individual preference is indeterminate
nonspecific compensation
tunnel vision
impossibilty theorem
knowledge based trust
33. 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
key steps in integrative negotiation
ZOPA
relevant polarity framing
34. 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.
Particularism
an interest in negotiation
barrier to agreement
argument dilution
35. See invalid correlations between events
social striving
multiparty negotiations
BATNA
illusory correlation
36. The strenght of positive relations within a team
egalitarianism hierarchy
gamblers fallacy
cohension
unbundling
37. The process of drawing logical conclusions
deductive reasoning
problem solving model
old fashioned negotiator
reservation price
38. Means by which people influence others
commitment
gamblers fallacy
egalitarianism hierarchy
enlightened negotiator
39. 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
options
tunnel vision
things to look for when identifying and define the problem
sunk cost framing
40. What you really care about - wants needs etc
setting limits
an interest in negotiation
key components in Negotiation
logrolling
41. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
tunnel vision
exploration of options
egalitarianism hierarchy
options
42. Making concessions on issues before they are even requested
functional fixedness
old fashioned negotiator
pivotal power
premature consessions
43. Someone who believs one must adopt a tough hard stance to negotiate
old fashioned negotiator
argument dilution
impossibilty theorem
functional fixedness
44. One that calls into question anothers character
dispositional attribution
equal concession negotiaitor
inductive reasoning
inductive reasoning
45. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
irritators
reciprocity principle
contingency contracts
brainwriting
46. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
premature consessions
options
walk away alternative
reciprocity principle
47. How much utility we derive depends on who is providing it
false conflict or illusory conflict
Particularism
social striving
circular logrolli
48. Members who are attracted to the group
cognitive route
common identity groups
errors that prevent agreement
communication in negotiaion
49. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
most common cognitive mistakes in Negotiation
illusion of transparecy
enlightened negotiator
barrier to agreement
50. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
equal concession negotiaitor
logrolling
perseverance effect
most common cognitive mistakes in Negotiation
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