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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. reliability - mutual acceptance - emotions
relationship issues
pivotal power
reflections
old fashioned negotiator
2. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
aspect ratio framing
logrolling
some options by redefining the problems (alternative solutions)
integrative negotiation
3. External standards or precedents that might convince one or both parties that a proposed agreement is fair
inductive reasoning
some options by redefining the problems (alternative solutions)
brainwriting
legitimacy
4. Grounded in complete empathy with another persons desires and intentions
identification based trust
options
a position in negotiation
key steps in integrative negotiation
5. 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.
circular logrolli
sunk cost framing
pivotal power
communication in negotiaion
6. How much utility we derive depends on who is providing it
Particularism
some guild lines in evaluating options and reaching a consensus
tunnel vision
flower child negotiator
7. Tendency for people in group negotiations to underestimate the number of feasible options
sequence vs. issue planning
tunnel vision
cohension
exploration of options
8. Goals and interests related to: Gain - relationship - identity - process
inert knowledge problem
active listening activities
distributive negotiations
GRIP goals
9. Someone who is too concerned with win-win negotiations they forget to claim resources
common bond groups
cognitive route
argument dilution
flower child negotiator
10. Believing something is true even after it has been proven not
argument dilution
defend/attack spirals
perseverance effect
problem solving model
11. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
reservation price
affective route
pivotal power
verbal minimal encouragers
12. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
sequence planning
egalitarianism hierarchy
brainwriting
endowment effect
13. If we reach agreement - we commit to some option
base rates
distributive negotiations
some options by redefining the problems (alternative solutions)
commitment
14. The frequency with which some event or pattern occurs in the general population
base rates
key steps in integrative negotiation
relationship issues
convergent thinking
15. 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!)
multiphase negotiations
irritators
most common cognitive mistakes in Negotiation
social striving
16. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
common bond groups
legitimacy
barrier to agreement
impossibilty theorem
17. Unable to acces knowledge when we need it
Particularism
contingency contracts
inert knowledge problem
most common cognitive mistakes in Negotiation
18. The strenght of positive relations within a team
sunk cost framing
some options by redefining the problems (alternative solutions)
cohension
aspect ratio framing
19. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
an interest in negotiation
knowledge based trust
partnership model
common bond groups
20. One that calls into question anothers character
convergent thinking
dispositional attribution
ways to generate options to a problem
sunk cost framing
21. Working harder in a group
ZOPA
social striving
joint gain
cohension
22. Proceed towards one answer
convergent thinking
endowment effect
partnership model
illusion of transparecy
23. The ability to change a losing coalition into winning coalition
affective route
false conflict or illusory conflict
pivotal power
reflections
24. 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)
impossibilty theorem
non-verbal attending
reservation price
some guild lines in evaluating options and reaching a consensus
25. 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
inductive reasoning
relationship issues
some options by redefining the problems (alternative solutions)
key steps in integrative negotiation
26. Based on intuition and emotion
illusory correlation
affective route
pivotal power
relevant polarity framing
27. What can i do if i walk away without agreement? which is best
common identity groups
gamblers fallacy
partnership model
walk away alternative
28. Based on consistency of behvior
pivotal power
divergent thinking
integrative negotiation
deterrence based trust
29. When a problem solver bases a strategy on familiar methods
functional fixedness
an interest in negotiation
active listening
inert knowledge problem
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
illusory correlation
distributive negotiations
relevant polarity framing
affective route
31. See invalid correlations between events
dispositional attribution
endowment effect
illusory correlation
cognitive route
32. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
multiparty negotiations
options
verbal minimal encouragers
base rates
33. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
social striving
Particularism
divergent thinking
contingency contracts
34. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
walk away alternative
a position in negotiation
distributive negotiations
active listening activities
35. Based on rational and deliberate thoughts
cognitive route
multiphase negotiations
old fashioned negotiator
reciprocity principle
36. BATNA - Reservation Price - ZOPA - Value Creation through Trades
key components in Negotiation
some guild lines in evaluating options and reaching a consensus
enlightened negotiator
communication in negotiaion
37. Do not be disclosing - Learn interests - BATNA - etc. of other side - Establishing an anchor - Offering concessions grudgingly - Presenting deadlines to create urgency - Offering multiple proposals to provide option - Signal interest in closing the d
affective route
illusory correlation
base rates
distributive negotiations
38. Your Best Alternative To a Negotiated Agreement
ways to generate options to a problem
BATNA
legitimacy
active listening activities
39. 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
commitment
some guild lines in evaluating options and reaching a consensus
affective route
flower child negotiator
40. Members who are attracted to particular members
active listening
options
barrier to agreement
common bond groups
41. The total of the gains earned by each party in the negotiation
some guild lines in evaluating options and reaching a consensus
joint gain
integrative negotiation
BATNA
42. Form of hypothesis testing - or trial and error
affective route
convergent thinking
aspect ratio framing
inductive reasoning
43. Basic human motive concerning preservation of the self versus collective
distributive negotiations
GRIP goals
relationship issues
individual collectivism
44. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
setting limits
divergent thinking
an interest in negotiation
key steps in integrative negotiation
45. 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
reflections
things to look for when identifying and define the problem
base rates
integrative negotiation
46. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
divergent thinking
barrier to agreement
false conflict or illusory conflict
GRIP goals
47. Division of large - all encompassing issues into smaller more manageable ones
unbundling
functional fixedness
irritators
relevant polarity framing
48. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
deductive reasoning
inductive reasoning
illusion of transparecy
joint gain
49. Out of the box thinking
cognitive route
ZOPA
divergent thinking
common bond groups
50. Zone Of Possible Aggreements defined by range between parties' reservation prices
communication in negotiaion
ZOPA
dispositional attribution
reciprocity principle