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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. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
BATNA
ZOPA
active listening activities
common bond groups
2. 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!)
most common cognitive mistakes in Negotiation
pivotal power
inductive reasoning
commitment
3. Working harder in a group
barrier to agreement
functional fixedness
social striving
knowledge based trust
4. 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
divergent thinking
verbal minimal encouragers
egalitarianism hierarchy
circular logrolli
5. Based on rational and deliberate thoughts
nonspecific compensation
illusory correlation
cognitive route
GRIP goals
6. 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.
sequence planning
aspect ratio framing
argument dilution
illusory correlation
7. '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
individual collectivism
relevant polarity framing
false conflict or illusory conflict
illusion of transparecy
8. 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
horizon thinkng
aspect ratio framing
endowment effect
reflections
9. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
flower child negotiator
contingency contracts
sequence vs. issue planning
logrolling
10. Believing something is true even after it has been proven not
ZOPA
most common cognitive mistakes in Negotiation
perseverance effect
tunnel vision
11. Based on intuition and emotion
equal concession negotiaitor
affective route
integrative negotiation
ZOPA
12. reliability - mutual acceptance - emotions
social striving
unbundling
relationship issues
circular logrolli
13. Means by which people influence others
egalitarianism hierarchy
exploration of options
deductive reasoning
pivotal power
14. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
an interest in negotiation
verbal minimal encouragers
perseverance effect
legitimacy
15. Zone Of Possible Aggreements defined by range between parties' reservation prices
ZOPA
contingency contracts
some guild lines in evaluating options and reaching a consensus
partnership model
16. 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
an interest in negotiation
inductive reasoning
logrolling
some options by redefining the problems (alternative solutions)
17. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
inductive reasoning
dispositional attribution
nonspecific compensation
active listening activities
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
illusory correlation
seller status framing
cohension
logrolling
19. 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)
sunk cost framing
non-verbal attending
barrier to agreement
reciprocity principle
20. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
social loafing
tunnel vision
unbundling
logrolling
21. Brainstorming - electronic brainstorming - surveys
brainwriting
sequence planning
ways to generate options to a problem
contingency contracts
22. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
egalitarianism hierarchy
a position in negotiation
active listening
impossibilty theorem
23. 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
Particularism
flower child negotiator
ways to generate options to a problem
24. 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
nonspecific compensation
integrative negotiation
most common cognitive mistakes in Negotiation
reciprocity principle
25. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
problem solving model
joint gain
Particularism
partnership model
26. 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
false conflict or illusory conflict
walk away alternative
unbundling
27. Your Best Alternative To a Negotiated Agreement
relationship issues
illusory correlation
communication in negotiaion
BATNA
28. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
divergent thinking
common identity groups
irritators
defend/attack spirals
29. If we reach agreement - we commit to some option
enlightened negotiator
active listening activities
commitment
issue mix
30. What can i do if i walk away without agreement? which is best
walk away alternative
divergent thinking
Particularism
a position in negotiation
31. 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
an interest in negotiation
cohension
multiphase negotiations
defend/attack spirals
32. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
affective route
circular logrolli
reflections
BATNA
33. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
egalitarianism hierarchy
relationship issues
commitment
nonspecific compensation
34. Based on consistency of behvior
unbundling
deterrence based trust
an interest in negotiation
commitment
35. 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
key steps in integrative negotiation
illusion of transparecy
an interest in negotiation
multiparty negotiations
36. We feel obligated to return in kind what others have offered or given us
commitment
brainwriting
reciprocity principle
GRIP goals
37. Form of hypothesis testing - or trial and error
inductive reasoning
defend/attack spirals
communication in negotiaion
endowment effect
38. 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.
nonspecific compensation
sunk cost framing
commitment
enlightened negotiator
39. 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.
most common cognitive mistakes in Negotiation
sequence planning
Particularism
egalitarianism hierarchy
40. Grounded in complete empathy with another persons desires and intentions
defend/attack spirals
identification based trust
deductive reasoning
gamblers fallacy
41. Out of the box thinking
brainwriting
defend/attack spirals
tunnel vision
divergent thinking
42. Goals and interests related to: Gain - relationship - identity - process
base rates
reciprocity principle
GRIP goals
active listening
43. When a problem solver bases a strategy on familiar methods
contingency contracts
common identity groups
sequence vs. issue planning
functional fixedness
44. One that calls into question anothers character
circular logrolli
dispositional attribution
illusory correlation
base rates
45. Proceed towards one answer
equal concession negotiaitor
relationship issues
convergent thinking
cognitive route
46. Someone who believs one must adopt a tough hard stance to negotiate
brainwriting
seller status framing
old fashioned negotiator
setting limits
47. The worst agreement you're willing to accept ('walk-away')
things to look for when identifying and define the problem
reservation price
logrolling
circular logrolli
48. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
errors that prevent agreement
dispositional attribution
issue mix
sunk cost framing
49. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
options
exploration of options
issue mix
argument dilution
50. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
illusory correlation
cohension
irritators
some options by redefining the problems (alternative solutions)