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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
Particularism
relationship issues
deductive reasoning
unbundling
2. Based on rational and deliberate thoughts
cognitive route
reciprocity principle
identification based trust
relationship issues
3. Your Best Alternative To a Negotiated Agreement
BATNA
defend/attack spirals
argument dilution
social striving
4. Listening actively and empathetically to whatever the other party says
knowledge based trust
common identity groups
sequence planning
communication in negotiaion
5. Proceed towards one answer
key steps in integrative negotiation
enlightened negotiator
common identity groups
convergent thinking
6. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
contingency contracts
joint gain
individual collectivism
unbundling
7. Believing something is true even after it has been proven not
logrolling
perseverance effect
cohension
setting limits
8. Making concessions on issues before they are even requested
cognitive route
base rates
premature consessions
walk away alternative
9. The tendency to treat chance events as though they have a built in evening out mechanism
gamblers fallacy
old fashioned negotiator
common identity groups
functional fixedness
10. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
integrative negotiation
partnership model
barrier to agreement
deductive reasoning
11. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
nonspecific compensation
active listening activities
dispositional attribution
some guild lines in evaluating options and reaching a consensus
12. Focus on commonalities - Address need and interests - Commit to meet all parties needs - exchange info and ideas - invent options for mutual gain - use objective criteria to set standards
logrolling
integrative negotiation
some options by redefining the problems (alternative solutions)
perseverance effect
13. 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)
dispositional attribution
non-verbal attending
exploration of options
relevant polarity framing
14. Negotiators thinking they are revealing more information that they actually are
gamblers fallacy
illusion of transparecy
integrative negotiation
legitimacy
15. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
flower child negotiator
common identity groups
relevant polarity framing
knowledge based trust
16. Clients are treated like partners
nonspecific compensation
distributive negotiations
aspect ratio framing
partnership model
17. Tendency for people in group negotiations to underestimate the number of feasible options
tunnel vision
old fashioned negotiator
gamblers fallacy
non-verbal attending
18. Unable to acces knowledge when we need it
aspect ratio framing
false conflict or illusory conflict
multiparty negotiations
inert knowledge problem
19. 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
premature consessions
some guild lines in evaluating options and reaching a consensus
pivotal power
key steps in integrative negotiation
20. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
inert knowledge problem
social loafing
sunk cost framing
exploration of options
21. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
equal concession negotiaitor
horizon thinkng
brainwriting
communication in negotiaion
22. The union of both parties issue sets
contingency contracts
legitimacy
cohension
issue mix
23. One that calls into question anothers character
most common cognitive mistakes in Negotiation
dispositional attribution
ways to generate options to a problem
premature consessions
24. 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.
verbal minimal encouragers
argument dilution
Particularism
some guild lines in evaluating options and reaching a consensus
25. Someone who believs one must adopt a tough hard stance to negotiate
verbal minimal encouragers
things to look for when identifying and define the problem
old fashioned negotiator
social loafing
26. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
most common cognitive mistakes in Negotiation
walk away alternative
GRIP goals
equal concession negotiaitor
27. Means by which people influence others
legitimacy
egalitarianism hierarchy
aspect ratio framing
an interest in negotiation
28. Based on consistency of behvior
sequence planning
options
deterrence based trust
social loafing
29. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
active listening activities
sequence vs. issue planning
errors that prevent agreement
convergent thinking
30. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
seller status framing
impossibilty theorem
circular logrolli
options
31. 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
integrative negotiation
integrative negotiation
social loafing
multiphase negotiations
32. Basic human motive concerning preservation of the self versus collective
individual collectivism
irritators
deterrence based trust
reciprocity principle
33. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
illusory correlation
inert knowledge problem
Particularism
problem solving model
34. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
some options by redefining the problems (alternative solutions)
contingency contracts
reservation price
verbal minimal encouragers
35. 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
issue mix
cognitive route
things to look for when identifying and define the problem
convergent thinking
36. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
nonspecific compensation
barrier to agreement
social striving
identification based trust
37. If we reach agreement - we commit to some option
aspect ratio framing
commitment
non-verbal attending
unbundling
38. The total of the gains earned by each party in the negotiation
joint gain
logrolling
most common cognitive mistakes in Negotiation
convergent thinking
39. Working less hard in a group
dispositional attribution
argument dilution
joint gain
social loafing
40. 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
inductive reasoning
gamblers fallacy
multiparty negotiations
barrier to agreement
41. The strenght of positive relations within a team
cohension
relationship issues
key steps in integrative negotiation
walk away alternative
42. 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
sequence vs. issue planning
seller status framing
issue mix
problem solving model
43. Members who are attracted to particular members
common bond groups
perseverance effect
tunnel vision
most common cognitive mistakes in Negotiation
44. Based on intuition and emotion
affective route
base rates
commitment
inert knowledge problem
45. 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
individual collectivism
distributive negotiations
sequence vs. issue planning
deductive reasoning
46. 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
sequence planning
tunnel vision
most common cognitive mistakes in Negotiation
47. What you say you want - your solution
common identity groups
a position in negotiation
active listening
key components in Negotiation
48. Brainstorming - electronic brainstorming - surveys
relevant polarity framing
ways to generate options to a problem
nonspecific compensation
knowledge based trust
49. We feel obligated to return in kind what others have offered or given us
inert knowledge problem
brainwriting
reciprocity principle
setting limits
50. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
reflections
enlightened negotiator
nonspecific compensation
dispositional attribution