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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
seller status framing
irritators
equal concession negotiaitor
argument dilution
2. Based on rational and deliberate thoughts
active listening
cognitive route
partnership model
common bond groups
3. The process of drawing logical conclusions
deductive reasoning
active listening activities
illusion of transparecy
divergent thinking
4. 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!)
sequence planning
reflections
joint gain
most common cognitive mistakes in Negotiation
5. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
affective route
inductive reasoning
endowment effect
errors that prevent agreement
6. External standards or precedents that might convince one or both parties that a proposed agreement is fair
perseverance effect
dispositional attribution
legitimacy
things to look for when identifying and define the problem
7. 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)
exploration of options
multiparty negotiations
non-verbal attending
nonspecific compensation
8. Out of the box thinking
divergent thinking
Particularism
brainwriting
impossibilty theorem
9. Expand the amount of available resources
walk away alternative
social loafing
relationship issues
integrative negotiation
10. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
integrative negotiation
non-verbal attending
setting limits
problem solving model
11. Proceed towards one answer
convergent thinking
walk away alternative
commitment
functional fixedness
12. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
brainwriting
nonspecific compensation
endowment effect
gamblers fallacy
13. The worst agreement you're willing to accept ('walk-away')
reservation price
some options by redefining the problems (alternative solutions)
key components in Negotiation
exploration of options
14. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
false conflict or illusory conflict
legitimacy
inductive reasoning
problem solving model
15. Unable to acces knowledge when we need it
key steps in integrative negotiation
active listening activities
errors that prevent agreement
inert knowledge problem
16. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
argument dilution
barrier to agreement
defend/attack spirals
an interest in negotiation
17. Take time to 'cool off' - Explore different ways to logroll - Exploit differences in expectations and risk/ time preferences - Keep decisions tentative and conditional until a final proposal is complete - Minimize formality - record keeping until fi
multiparty negotiations
key components in Negotiation
contingency contracts
some guild lines in evaluating options and reaching a consensus
18. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
false conflict or illusory conflict
active listening activities
communication in negotiaion
an interest in negotiation
19. 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
seller status framing
communication in negotiaion
social striving
issue mix
20. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
some guild lines in evaluating options and reaching a consensus
premature consessions
contingency contracts
barrier to agreement
21. Believing something is true even after it has been proven not
ways to generate options to a problem
key steps in integrative negotiation
divergent thinking
perseverance effect
22. 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.
seller status framing
options
argument dilution
flower child negotiator
23. 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
affective route
argument dilution
some options by redefining the problems (alternative solutions)
impossibilty theorem
24. 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.
active listening
sunk cost framing
illusory correlation
ways to generate options to a problem
25. The strenght of positive relations within a team
cohension
problem solving model
seller status framing
endowment effect
26. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
contingency contracts
illusion of transparecy
logrolling
active listening
27. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
joint gain
divergent thinking
sequence vs. issue planning
inductive reasoning
28. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
circular logrolli
enlightened negotiator
deductive reasoning
gamblers fallacy
29. 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.
inductive reasoning
egalitarianism hierarchy
gamblers fallacy
sequence planning
30. Making concessions on issues before they are even requested
seller status framing
premature consessions
logrolling
old fashioned negotiator
31. Division of large - all encompassing issues into smaller more manageable ones
unbundling
tunnel vision
integrative negotiation
inductive reasoning
32. The union of both parties issue sets
issue mix
tunnel vision
horizon thinkng
problem solving model
33. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
reciprocity principle
exploration of options
multiphase negotiations
walk away alternative
34. How much utility we derive depends on who is providing it
flower child negotiator
Particularism
reciprocity principle
impossibilty theorem
35. Means by which people influence others
deterrence based trust
social loafing
egalitarianism hierarchy
communication in negotiaion
36. What can i do if i walk away without agreement? which is best
walk away alternative
impossibilty theorem
inductive reasoning
relationship issues
37. What you really care about - wants needs etc
errors that prevent agreement
social striving
legitimacy
an interest in negotiation
38. 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
knowledge based trust
walk away alternative
things to look for when identifying and define the problem
inductive reasoning
39. Someone who believs one must adopt a tough hard stance to negotiate
sequence planning
endowment effect
base rates
old fashioned negotiator
40. 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
cognitive route
errors that prevent agreement
convergent thinking
aspect ratio framing
41. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
defend/attack spirals
circular logrolli
key steps in integrative negotiation
old fashioned negotiator
42. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
gamblers fallacy
setting limits
inductive reasoning
argument dilution
43. '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
exploration of options
relevant polarity framing
logrolling
nonspecific compensation
44. The derivation of group preference from individual preference is indeterminate
verbal minimal encouragers
key components in Negotiation
integrative negotiation
impossibilty theorem
45. Based on intuition and emotion
affective route
gamblers fallacy
identification based trust
GRIP goals
46. Working harder in a group
key steps in integrative negotiation
social striving
setting limits
irritators
47. One that calls into question anothers character
dispositional attribution
reservation price
options
active listening
48. Members who are attracted to the group
options
common identity groups
key steps in integrative negotiation
sequence planning
49. The frequency with which some event or pattern occurs in the general population
sunk cost framing
reflections
base rates
some guild lines in evaluating options and reaching a consensus
50. Listening actively and empathetically to whatever the other party says
logrolling
inductive reasoning
communication in negotiaion
active listening