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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. Division of large - all encompassing issues into smaller more manageable ones
irritators
deductive reasoning
unbundling
partnership model
2. reliability - mutual acceptance - emotions
identification based trust
most common cognitive mistakes in Negotiation
relationship issues
affective route
3. 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
distributive negotiations
communication in negotiaion
Particularism
key components in Negotiation
4. 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
defend/attack spirals
BATNA
base rates
some options by redefining the problems (alternative solutions)
5. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
legitimacy
equal concession negotiaitor
argument dilution
commitment
6. 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
ways to generate options to a problem
reciprocity principle
multiphase negotiations
dispositional attribution
7. The strenght of positive relations within a team
common bond groups
circular logrolli
cohension
GRIP goals
8. Out of the box thinking
defend/attack spirals
nonspecific compensation
divergent thinking
logrolling
9. What you really care about - wants needs etc
cohension
an interest in negotiation
deterrence based trust
common bond groups
10. If we reach agreement - we commit to some option
ways to generate options to a problem
commitment
tunnel vision
non-verbal attending
11. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
deductive reasoning
setting limits
issue mix
ZOPA
12. 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.
egalitarianism hierarchy
gamblers fallacy
logrolling
sunk cost framing
13. Tendency for people in group negotiations to underestimate the number of feasible options
tunnel vision
verbal minimal encouragers
barrier to agreement
reflections
14. The frequency with which some event or pattern occurs in the general population
sequence planning
base rates
inductive reasoning
social striving
15. Members who are attracted to the group
barrier to agreement
partnership model
common identity groups
BATNA
16. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
issue mix
deterrence based trust
cohension
brainwriting
17. Believing something is true even after it has been proven not
illusion of transparecy
errors that prevent agreement
GRIP goals
perseverance effect
18. 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
horizon thinkng
social loafing
social striving
seller status framing
19. What you say you want - your solution
a position in negotiation
enlightened negotiator
old fashioned negotiator
integrative negotiation
20. Grounded in complete empathy with another persons desires and intentions
contingency contracts
most common cognitive mistakes in Negotiation
identification based trust
distributive negotiations
21. Clients are treated like partners
partnership model
non-verbal attending
communication in negotiaion
base rates
22. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
sequence vs. issue planning
enlightened negotiator
horizon thinkng
integrative negotiation
23. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
dispositional attribution
aspect ratio framing
base rates
logrolling
24. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
errors that prevent agreement
reservation price
sunk cost framing
issue mix
25. Unable to acces knowledge when we need it
gamblers fallacy
individual collectivism
premature consessions
inert knowledge problem
26. External standards or precedents that might convince one or both parties that a proposed agreement is fair
integrative negotiation
functional fixedness
common identity groups
legitimacy
27. The worst agreement you're willing to accept ('walk-away')
reservation price
circular logrolli
functional fixedness
legitimacy
28. 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
irritators
multiparty negotiations
argument dilution
old fashioned negotiator
29. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
logrolling
options
base rates
verbal minimal encouragers
30. One that calls into question anothers character
active listening activities
illusory correlation
dispositional attribution
exploration of options
31. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
exploration of options
an interest in negotiation
false conflict or illusory conflict
active listening
32. Making concessions on issues before they are even requested
most common cognitive mistakes in Negotiation
inductive reasoning
premature consessions
errors that prevent agreement
33. 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
knowledge based trust
things to look for when identifying and define the problem
perseverance effect
multiparty negotiations
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.
active listening
affective route
walk away alternative
argument dilution
35. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
multiphase negotiations
irritators
knowledge based trust
false conflict or illusory conflict
36. Proceed towards one answer
functional fixedness
social striving
convergent thinking
inductive reasoning
37. 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.
distributive negotiations
premature consessions
tunnel vision
sequence planning
38. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
reservation price
identification based trust
contingency contracts
communication in negotiaion
39. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
BATNA
convergent thinking
barrier to agreement
individual collectivism
40. The process of drawing logical conclusions
premature consessions
deductive reasoning
social loafing
impossibilty theorem
41. The ability to change a losing coalition into winning coalition
enlightened negotiator
things to look for when identifying and define the problem
pivotal power
illusion of transparecy
42. When a problem solver bases a strategy on familiar methods
argument dilution
options
pivotal power
functional fixedness
43. '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
multiphase negotiations
unbundling
distributive negotiations
relevant polarity framing
44. Listening actively and empathetically to whatever the other party says
non-verbal attending
GRIP goals
communication in negotiaion
base rates
45. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
key components in Negotiation
premature consessions
old fashioned negotiator
problem solving model
46. 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!)
verbal minimal encouragers
problem solving model
most common cognitive mistakes in Negotiation
some options by redefining the problems (alternative solutions)
47. Goals and interests related to: Gain - relationship - identity - process
common identity groups
BATNA
social loafing
GRIP goals
48. Zone Of Possible Aggreements defined by range between parties' reservation prices
horizon thinkng
ZOPA
tunnel vision
setting limits
49. 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
cognitive route
things to look for when identifying and define the problem
divergent thinking
50. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
knowledge based trust
key components in Negotiation
commitment
inductive reasoning