SUBJECTS
|
BROWSE
|
CAREER CENTER
|
POPULAR
|
JOIN
|
LOGIN
Business Skills
|
Soft Skills
|
Basic Literacy
|
Certifications
About
|
Help
|
Privacy
|
Terms
|
Email
Search
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. Basic human motive concerning preservation of the self versus collective
endowment effect
social striving
divergent thinking
individual collectivism
2. Expand the amount of available resources
ways to generate options to a problem
errors that prevent agreement
integrative negotiation
GRIP goals
3. Zone Of Possible Aggreements defined by range between parties' reservation prices
illusory correlation
ZOPA
issue mix
unbundling
4. Based on intuition and emotion
affective route
social striving
contingency contracts
inert knowledge problem
5. Someone who believs one must adopt a tough hard stance to negotiate
dispositional attribution
old fashioned negotiator
multiparty negotiations
defend/attack spirals
6. Out of the box thinking
issue mix
integrative negotiation
divergent thinking
key steps in integrative negotiation
7. 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
common bond groups
active listening activities
errors that prevent agreement
8. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
reflections
sequence planning
contingency contracts
functional fixedness
9. Grounded in complete empathy with another persons desires and intentions
identification based trust
egalitarianism hierarchy
communication in negotiaion
reservation price
10. 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
dispositional attribution
aspect ratio framing
most common cognitive mistakes in Negotiation
some guild lines in evaluating options and reaching a consensus
11. 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
GRIP goals
most common cognitive mistakes in Negotiation
Particularism
12. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
legitimacy
tunnel vision
nonspecific compensation
exploration of options
13. The strenght of positive relations within a team
most common cognitive mistakes in Negotiation
cohension
deterrence based trust
brainwriting
14. Division of large - all encompassing issues into smaller more manageable ones
BATNA
unbundling
irritators
active listening
15. Goals and interests related to: Gain - relationship - identity - process
active listening activities
sequence vs. issue planning
dispositional attribution
GRIP goals
16. Based on consistency of behvior
enlightened negotiator
a position in negotiation
deterrence based trust
active listening
17. The worst agreement you're willing to accept ('walk-away')
things to look for when identifying and define the problem
unbundling
reservation price
premature consessions
18. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
integrative negotiation
active listening
circular logrolli
reciprocity principle
19. 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
deductive reasoning
flower child negotiator
multiparty negotiations
legitimacy
20. Tendency for people in group negotiations to underestimate the number of feasible options
egalitarianism hierarchy
tunnel vision
integrative negotiation
individual collectivism
21. Clients are treated like partners
issue mix
circular logrolli
partnership model
convergent thinking
22. 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.
sequence planning
BATNA
irritators
relationship issues
23. The total of the gains earned by each party in the negotiation
common bond groups
inductive reasoning
joint gain
verbal minimal encouragers
24. External standards or precedents that might convince one or both parties that a proposed agreement is fair
non-verbal attending
communication in negotiaion
knowledge based trust
legitimacy
25. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
communication in negotiaion
nonspecific compensation
endowment effect
Particularism
26. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
social loafing
affective route
setting limits
partnership model
27. See invalid correlations between events
individual collectivism
impossibilty theorem
inductive reasoning
illusory correlation
28. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
relationship issues
barrier to agreement
errors that prevent agreement
illusion of transparecy
29. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
endowment effect
multiparty negotiations
a position in negotiation
defend/attack spirals
30. reliability - mutual acceptance - emotions
inductive reasoning
relationship issues
social loafing
active listening activities
31. 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
ZOPA
inductive reasoning
aspect ratio framing
32. BATNA - Reservation Price - ZOPA - Value Creation through Trades
argument dilution
convergent thinking
barrier to agreement
key components in Negotiation
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
defend/attack spirals
argument dilution
active listening
things to look for when identifying and define the problem
34. 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)
seller status framing
non-verbal attending
equal concession negotiaitor
inert knowledge problem
35. 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
aspect ratio framing
seller status framing
sequence vs. issue planning
brainwriting
36. 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
active listening activities
barrier to agreement
some options by redefining the problems (alternative solutions)
ZOPA
37. Members who are attracted to particular members
common bond groups
cohension
GRIP goals
deterrence based trust
38. Unable to acces knowledge when we need it
cohension
inert knowledge problem
setting limits
sunk cost framing
39. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
verbal minimal encouragers
multiparty negotiations
relationship issues
some options by redefining the problems (alternative solutions)
40. Making projections about future outcomes
horizon thinkng
reciprocity principle
things to look for when identifying and define the problem
inductive reasoning
41. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
setting limits
impossibilty theorem
barrier to agreement
problem solving model
42. Proceed towards one answer
social striving
functional fixedness
dispositional attribution
convergent thinking
43. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
contingency contracts
flower child negotiator
illusory correlation
legitimacy
44. Making concessions on issues before they are even requested
inert knowledge problem
deterrence based trust
sequence vs. issue planning
premature consessions
45. '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
argument dilution
relevant polarity framing
logrolling
ZOPA
46. Your Best Alternative To a Negotiated Agreement
some guild lines in evaluating options and reaching a consensus
BATNA
irritators
distributive negotiations
47. We feel obligated to return in kind what others have offered or given us
reciprocity principle
active listening
common identity groups
relationship issues
48. The ability to change a losing coalition into winning coalition
walk away alternative
pivotal power
partnership model
verbal minimal encouragers
49. If we reach agreement - we commit to some option
commitment
flower child negotiator
communication in negotiaion
Particularism
50. One that calls into question anothers character
argument dilution
ways to generate options to a problem
dispositional attribution
identification based trust