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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. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
nonspecific compensation
equal concession negotiaitor
non-verbal attending
convergent thinking
2. Negotiators thinking they are revealing more information that they actually are
enlightened negotiator
endowment effect
illusion of transparecy
legitimacy
3. Means by which people influence others
convergent thinking
barrier to agreement
issue mix
egalitarianism hierarchy
4. 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.
setting limits
sunk cost framing
pivotal power
integrative negotiation
5. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
common identity groups
contingency contracts
relationship issues
verbal minimal encouragers
6. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
premature consessions
errors that prevent agreement
aspect ratio framing
convergent thinking
7. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
sunk cost framing
barrier to agreement
problem solving model
sequence planning
8. Members who are attracted to particular members
old fashioned negotiator
GRIP goals
social loafing
common bond groups
9. Goals and interests related to: Gain - relationship - identity - process
integrative negotiation
argument dilution
GRIP goals
identification based trust
10. Brainstorming - electronic brainstorming - surveys
ways to generate options to a problem
joint gain
individual collectivism
flower child negotiator
11. Working harder in a group
egalitarianism hierarchy
functional fixedness
problem solving model
social striving
12. Based on intuition and emotion
GRIP goals
aspect ratio framing
a position in negotiation
affective route
13. Zone Of Possible Aggreements defined by range between parties' reservation prices
things to look for when identifying and define the problem
exploration of options
non-verbal attending
ZOPA
14. Out of the box thinking
impossibilty theorem
divergent thinking
an interest in negotiation
egalitarianism hierarchy
15. What you really care about - wants needs etc
an interest in negotiation
identification based trust
aspect ratio framing
verbal minimal encouragers
16. 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
key steps in integrative negotiation
seller status framing
convergent thinking
aspect ratio framing
17. The tendency to treat chance events as though they have a built in evening out mechanism
GRIP goals
reciprocity principle
most common cognitive mistakes in Negotiation
gamblers fallacy
18. Unable to acces knowledge when we need it
a position in negotiation
inert knowledge problem
unbundling
nonspecific compensation
19. 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
commitment
Particularism
active listening
integrative negotiation
20. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
pivotal power
sequence vs. issue planning
legitimacy
sunk cost framing
21. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
deductive reasoning
commitment
reflections
key steps in integrative negotiation
22. 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
knowledge based trust
multiphase negotiations
circular logrolli
options
23. See invalid correlations between events
illusory correlation
errors that prevent agreement
communication in negotiaion
knowledge based trust
24. We feel obligated to return in kind what others have offered or given us
seller status framing
reciprocity principle
active listening
sequence vs. issue planning
25. BATNA - Reservation Price - ZOPA - Value Creation through Trades
key components in Negotiation
logrolling
enlightened negotiator
illusion of transparecy
26. External standards or precedents that might convince one or both parties that a proposed agreement is fair
old fashioned negotiator
legitimacy
egalitarianism hierarchy
multiphase negotiations
27. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
brainwriting
relevant polarity framing
active listening
key steps in integrative negotiation
28. 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.
joint gain
sequence planning
nonspecific compensation
irritators
29. Proceed towards one answer
relationship issues
convergent thinking
logrolling
ZOPA
30. '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
common identity groups
Particularism
irritators
relevant polarity framing
31. What you say you want - your solution
most common cognitive mistakes in Negotiation
unbundling
a position in negotiation
legitimacy
32. The union of both parties issue sets
issue mix
equal concession negotiaitor
divergent thinking
ways to generate options to a problem
33. 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
circular logrolli
enlightened negotiator
argument dilution
functional fixedness
34. When a problem solver bases a strategy on familiar methods
pivotal power
an interest in negotiation
functional fixedness
common bond groups
35. If we reach agreement - we commit to some option
unbundling
common identity groups
commitment
things to look for when identifying and define the problem
36. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
reciprocity principle
perseverance effect
logrolling
ways to generate options to a problem
37. One that calls into question anothers character
key components in Negotiation
errors that prevent agreement
dispositional attribution
deductive reasoning
38. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
enlightened negotiator
defend/attack spirals
GRIP goals
contingency contracts
39. reliability - mutual acceptance - emotions
relationship issues
convergent thinking
exploration of options
old fashioned negotiator
40. Your Best Alternative To a Negotiated Agreement
BATNA
horizon thinkng
inductive reasoning
inductive reasoning
41. What can i do if i walk away without agreement? which is best
relevant polarity framing
walk away alternative
inert knowledge problem
common identity groups
42. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
inert knowledge problem
argument dilution
false conflict or illusory conflict
errors that prevent agreement
43. Listening actively and empathetically to whatever the other party says
multiparty negotiations
communication in negotiaion
cognitive route
brainwriting
44. Making concessions on issues before they are even requested
relationship issues
cognitive route
Particularism
premature consessions
45. 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!)
argument dilution
divergent thinking
barrier to agreement
most common cognitive mistakes in Negotiation
46. Expand the amount of available resources
common identity groups
integrative negotiation
reciprocity principle
relationship issues
47. 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
perseverance effect
some options by redefining the problems (alternative solutions)
knowledge based trust
tunnel vision
48. Making projections about future outcomes
aspect ratio framing
horizon thinkng
old fashioned negotiator
active listening
49. The process of drawing logical conclusions
deductive reasoning
inductive reasoning
cognitive route
endowment effect
50. 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
endowment effect
base rates
sequence vs. issue planning
things to look for when identifying and define the problem