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. Proceed towards one answer
options
brainwriting
common bond groups
convergent thinking
2. 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.
inert knowledge problem
sunk cost framing
gamblers fallacy
ZOPA
3. Someone who believs one must adopt a tough hard stance to negotiate
old fashioned negotiator
dispositional attribution
equal concession negotiaitor
unbundling
4. The ability to change a losing coalition into winning coalition
barrier to agreement
pivotal power
key steps in integrative negotiation
integrative negotiation
5. Out of the box thinking
divergent thinking
gamblers fallacy
defend/attack spirals
false conflict or illusory conflict
6. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
some options by redefining the problems (alternative solutions)
multiphase negotiations
barrier to agreement
base rates
7. Someone who is too concerned with win-win negotiations they forget to claim resources
problem solving model
integrative negotiation
enlightened negotiator
flower child negotiator
8. The derivation of group preference from individual preference is indeterminate
deterrence based trust
impossibilty theorem
non-verbal attending
distributive negotiations
9. 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
gamblers fallacy
aspect ratio framing
distributive negotiations
verbal minimal encouragers
10. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
old fashioned negotiator
issue mix
irritators
logrolling
11. The strenght of positive relations within a team
communication in negotiaion
logrolling
cohension
perseverance effect
12. Making concessions on issues before they are even requested
convergent thinking
multiphase negotiations
premature consessions
brainwriting
13. Believing something is true even after it has been proven not
perseverance effect
individual collectivism
brainwriting
gamblers fallacy
14. Goals and interests related to: Gain - relationship - identity - process
gamblers fallacy
verbal minimal encouragers
GRIP goals
premature consessions
15. 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
tunnel vision
circular logrolli
logrolling
nonspecific compensation
16. Based on rational and deliberate thoughts
deductive reasoning
cognitive route
cohension
unbundling
17. Based on intuition and emotion
walk away alternative
Particularism
commitment
affective route
18. Basic human motive concerning preservation of the self versus collective
horizon thinkng
key steps in integrative negotiation
individual collectivism
GRIP goals
19. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
egalitarianism hierarchy
common identity groups
sequence vs. issue planning
illusion of transparecy
20. Working harder in a group
non-verbal attending
unbundling
social striving
options
21. When a problem solver bases a strategy on familiar methods
reservation price
issue mix
things to look for when identifying and define the problem
functional fixedness
22. The union of both parties issue sets
key components in Negotiation
enlightened negotiator
issue mix
dispositional attribution
23. Tendency for people in group negotiations to underestimate the number of feasible options
tunnel vision
equal concession negotiaitor
unbundling
identification based trust
24. We feel obligated to return in kind what others have offered or given us
cohension
reciprocity principle
common identity groups
verbal minimal encouragers
25. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
knowledge based trust
horizon thinkng
Particularism
inductive reasoning
26. Your Best Alternative To a Negotiated Agreement
functional fixedness
BATNA
cohension
logrolling
27. Based on consistency of behvior
endowment effect
contingency contracts
base rates
deterrence based trust
28. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
aspect ratio framing
BATNA
identification based trust
knowledge based trust
29. If we reach agreement - we commit to some option
commitment
reservation price
reciprocity principle
sequence planning
30. Working less hard in a group
social loafing
relationship issues
pivotal power
sequence vs. issue planning
31. 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
reflections
pivotal power
key steps in integrative negotiation
some options by redefining the problems (alternative solutions)
32. The process of drawing logical conclusions
deductive reasoning
legitimacy
egalitarianism hierarchy
multiparty negotiations
33. 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
premature consessions
sequence vs. issue planning
most common cognitive mistakes in Negotiation
34. See invalid correlations between events
exploration of options
illusory correlation
integrative negotiation
options
35. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
social loafing
non-verbal attending
communication in negotiaion
logrolling
36. What can i do if i walk away without agreement? which is best
inert knowledge problem
walk away alternative
inductive reasoning
cognitive route
37. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
defend/attack spirals
most common cognitive mistakes in Negotiation
common identity groups
inductive reasoning
38. How much utility we derive depends on who is providing it
a position in negotiation
Particularism
inductive reasoning
communication in negotiaion
39. Making projections about future outcomes
horizon thinkng
enlightened negotiator
dispositional attribution
convergent thinking
40. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
horizon thinkng
options
sequence vs. issue planning
barrier to agreement
41. One that calls into question anothers character
inductive reasoning
an interest in negotiation
dispositional attribution
Particularism
42. Form of hypothesis testing - or trial and error
sequence planning
inductive reasoning
aspect ratio framing
cohension
43. Members who are attracted to particular members
impossibilty theorem
common bond groups
common identity groups
knowledge based trust
44. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
deterrence based trust
nonspecific compensation
inductive reasoning
some options by redefining the problems (alternative solutions)
45. Clients are treated like partners
dispositional attribution
active listening
social loafing
partnership model
46. External standards or precedents that might convince one or both parties that a proposed agreement is fair
unbundling
legitimacy
some options by redefining the problems (alternative solutions)
a position in negotiation
47. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
active listening
egalitarianism hierarchy
base rates
an interest in negotiation
48. Listening actively and empathetically to whatever the other party says
key steps in integrative negotiation
pivotal power
communication in negotiaion
things to look for when identifying and define the problem
49. 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
communication in negotiaion
multiphase negotiations
identification based trust
affective route
50. Means by which people influence others
inert knowledge problem
legitimacy
cohension
egalitarianism hierarchy