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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. Making projections about future outcomes
unbundling
reservation price
common bond groups
horizon thinkng
2. 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)
divergent thinking
sequence vs. issue planning
partnership model
non-verbal attending
3. What can i do if i walk away without agreement? which is best
multiparty negotiations
horizon thinkng
walk away alternative
unbundling
4. reliability - mutual acceptance - emotions
setting limits
relationship issues
egalitarianism hierarchy
inductive reasoning
5. BATNA - Reservation Price - ZOPA - Value Creation through Trades
key components in Negotiation
verbal minimal encouragers
individual collectivism
contingency contracts
6. Goals and interests related to: Gain - relationship - identity - process
barrier to agreement
logrolling
individual collectivism
GRIP goals
7. Means by which people influence others
illusion of transparecy
ways to generate options to a problem
equal concession negotiaitor
egalitarianism hierarchy
8. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
inert knowledge problem
active listening
defend/attack spirals
premature consessions
9. If we reach agreement - we commit to some option
gamblers fallacy
key steps in integrative negotiation
legitimacy
commitment
10. 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
active listening activities
partnership model
seller status framing
pivotal power
11. Out of the box thinking
multiparty negotiations
divergent thinking
GRIP goals
legitimacy
12. See invalid correlations between events
illusion of transparecy
old fashioned negotiator
illusory correlation
nonspecific compensation
13. Based on rational and deliberate thoughts
dispositional attribution
cognitive route
some guild lines in evaluating options and reaching a consensus
barrier to agreement
14. Believing something is true even after it has been proven not
flower child negotiator
perseverance effect
key steps in integrative negotiation
problem solving model
15. The frequency with which some event or pattern occurs in the general population
commitment
key components in Negotiation
multiparty negotiations
base rates
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
a position in negotiation
sunk cost framing
aspect ratio framing
divergent thinking
17. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
errors that prevent agreement
inert knowledge problem
impossibilty theorem
reservation price
18. Division of large - all encompassing issues into smaller more manageable ones
some guild lines in evaluating options and reaching a consensus
partnership model
unbundling
errors that prevent agreement
19. The total of the gains earned by each party in the negotiation
multiphase negotiations
verbal minimal encouragers
joint gain
nonspecific compensation
20. Members who are attracted to the group
individual collectivism
equal concession negotiaitor
issue mix
common identity groups
21. Grounded in complete empathy with another persons desires and intentions
cohension
integrative negotiation
aspect ratio framing
identification based trust
22. When a problem solver bases a strategy on familiar methods
functional fixedness
perseverance effect
a position in negotiation
relevant polarity framing
23. 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
argument dilution
multiphase negotiations
distributive negotiations
24. Working less hard in a group
false conflict or illusory conflict
tunnel vision
social loafing
pivotal power
25. The process of drawing logical conclusions
cognitive route
defend/attack spirals
deductive reasoning
sunk cost framing
26. 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
integrative negotiation
individual collectivism
27. We feel obligated to return in kind what others have offered or given us
reciprocity principle
cognitive route
seller status framing
unbundling
28. Listening actively and empathetically to whatever the other party says
communication in negotiaion
affective route
argument dilution
partnership model
29. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
brainwriting
reflections
integrative negotiation
cohension
30. Negotiators thinking they are revealing more information that they actually are
illusion of transparecy
irritators
distributive negotiations
premature consessions
31. 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 vs. issue planning
key components in Negotiation
sequence planning
reflections
32. What you say you want - your solution
contingency contracts
a position in negotiation
ways to generate options to a problem
irritators
33. 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.
sunk cost framing
verbal minimal encouragers
contingency contracts
circular logrolli
34. Based on intuition and emotion
reciprocity principle
flower child negotiator
affective route
enlightened negotiator
35. One that calls into question anothers character
divergent thinking
dispositional attribution
flower child negotiator
errors that prevent agreement
36. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
false conflict or illusory conflict
problem solving model
a position in negotiation
divergent thinking
37. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
relevant polarity framing
exploration of options
walk away alternative
distributive negotiations
38. Based on consistency of behvior
key steps in integrative negotiation
communication in negotiaion
integrative negotiation
deterrence based trust
39. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
integrative negotiation
reflections
reciprocity principle
key steps in integrative negotiation
40. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
options
convergent thinking
sequence vs. issue planning
key components in Negotiation
41. What you really care about - wants needs etc
an interest in negotiation
social loafing
illusion of transparecy
distributive negotiations
42. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
dispositional attribution
verbal minimal encouragers
gamblers fallacy
contingency contracts
43. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
barrier to agreement
irritators
logrolling
impossibilty theorem
44. 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
equal concession negotiaitor
things to look for when identifying and define the problem
endowment effect
defend/attack spirals
45. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
horizon thinkng
identification based trust
deductive reasoning
endowment effect
46. External standards or precedents that might convince one or both parties that a proposed agreement is fair
exploration of options
commitment
illusory correlation
legitimacy
47. Proceed towards one answer
inductive reasoning
integrative negotiation
convergent thinking
divergent thinking
48. Someone who believs one must adopt a tough hard stance to negotiate
dispositional attribution
issue mix
integrative negotiation
old fashioned negotiator
49. The strenght of positive relations within a team
base rates
defend/attack spirals
enlightened negotiator
cohension
50. Expand the amount of available resources
a position in negotiation
illusory correlation
integrative negotiation
GRIP goals