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. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
multiparty negotiations
endowment effect
seller status framing
some guild lines in evaluating options and reaching a consensus
2. Someone who is too concerned with win-win negotiations they forget to claim resources
flower child negotiator
illusory correlation
integrative negotiation
premature consessions
3. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
identification based trust
key steps in integrative negotiation
divergent thinking
legitimacy
4. Means by which people influence others
walk away alternative
dispositional attribution
egalitarianism hierarchy
legitimacy
5. Listening actively and empathetically to whatever the other party says
communication in negotiaion
sequence planning
pivotal power
unbundling
6. Grounded in complete empathy with another persons desires and intentions
identification based trust
commitment
impossibilty theorem
divergent thinking
7. See invalid correlations between events
brainwriting
non-verbal attending
illusory correlation
GRIP goals
8. The strenght of positive relations within a team
divergent thinking
integrative negotiation
issue mix
cohension
9. 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.
individual collectivism
sequence planning
equal concession negotiaitor
errors that prevent agreement
10. 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
illusory correlation
dispositional attribution
aspect ratio framing
divergent thinking
11. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
setting limits
flower child negotiator
false conflict or illusory conflict
reciprocity principle
12. Working less hard in a group
integrative negotiation
ZOPA
social loafing
divergent thinking
13. Expand the amount of available resources
joint gain
commitment
integrative negotiation
ways to generate options to a problem
14. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
seller status framing
egalitarianism hierarchy
active listening
some guild lines in evaluating options and reaching a consensus
15. What you really care about - wants needs etc
an interest in negotiation
horizon thinkng
active listening
aspect ratio framing
16. Based on intuition and emotion
affective route
flower child negotiator
individual collectivism
identification based trust
17. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
unbundling
flower child negotiator
brainwriting
things to look for when identifying and define the problem
18. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
legitimacy
an interest in negotiation
barrier to agreement
inductive reasoning
19. Form of hypothesis testing - or trial and error
inductive reasoning
individual collectivism
cognitive route
seller status framing
20. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
sequence vs. issue planning
verbal minimal encouragers
gamblers fallacy
knowledge based trust
21. The process of drawing logical conclusions
most common cognitive mistakes in Negotiation
dispositional attribution
deductive reasoning
setting limits
22. Basic human motive concerning preservation of the self versus collective
joint gain
equal concession negotiaitor
individual collectivism
active listening activities
23. Brainstorming - electronic brainstorming - surveys
ways to generate options to a problem
integrative negotiation
tunnel vision
inert knowledge problem
24. The tendency to treat chance events as though they have a built in evening out mechanism
legitimacy
sequence vs. issue planning
gamblers fallacy
verbal minimal encouragers
25. External standards or precedents that might convince one or both parties that a proposed agreement is fair
illusion of transparecy
seller status framing
legitimacy
Particularism
26. 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
multiparty negotiations
errors that prevent agreement
barrier to agreement
seller status framing
27. Tendency for people in group negotiations to underestimate the number of feasible options
tunnel vision
inductive reasoning
most common cognitive mistakes in Negotiation
contingency contracts
28. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
errors that prevent agreement
key components in Negotiation
tunnel vision
pivotal power
29. BATNA - Reservation Price - ZOPA - Value Creation through Trades
defend/attack spirals
seller status framing
key components in Negotiation
distributive negotiations
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
inductive reasoning
joint gain
relevant polarity framing
base rates
31. How much utility we derive depends on who is providing it
identification based trust
argument dilution
Particularism
an interest in negotiation
32. Members who are attracted to the group
common identity groups
some guild lines in evaluating options and reaching a consensus
barrier to agreement
contingency contracts
33. Working harder in a group
commitment
tunnel vision
social striving
multiphase negotiations
34. 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)
non-verbal attending
some options by redefining the problems (alternative solutions)
logrolling
integrative negotiation
35. Zone Of Possible Aggreements defined by range between parties' reservation prices
ZOPA
cohension
impossibilty theorem
key steps in integrative negotiation
36. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
tunnel vision
premature consessions
deductive reasoning
logrolling
37. reliability - mutual acceptance - emotions
dispositional attribution
errors that prevent agreement
relationship issues
irritators
38. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
nonspecific compensation
setting limits
functional fixedness
impossibilty theorem
39. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
integrative negotiation
knowledge based trust
horizon thinkng
logrolling
40. Division of large - all encompassing issues into smaller more manageable ones
unbundling
identification based trust
multiphase negotiations
commitment
41. Based on consistency of behvior
dispositional attribution
deterrence based trust
options
key steps in integrative negotiation
42. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
egalitarianism hierarchy
sequence vs. issue planning
flower child negotiator
pivotal power
43. The union of both parties issue sets
issue mix
sequence vs. issue planning
equal concession negotiaitor
enlightened negotiator
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
unbundling
social striving
tunnel vision
45. Believing something is true even after it has been proven not
exploration of options
multiparty negotiations
inductive reasoning
perseverance effect
46. Making concessions on issues before they are even requested
flower child negotiator
things to look for when identifying and define the problem
premature consessions
divergent thinking
47. 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
common bond groups
multiparty negotiations
distributive negotiations
base rates
48. We feel obligated to return in kind what others have offered or given us
reciprocity principle
relevant polarity framing
endowment effect
premature consessions
49. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
individual collectivism
base rates
contingency contracts
inert knowledge problem
50. When a problem solver bases a strategy on familiar methods
multiparty negotiations
functional fixedness
relationship issues
nonspecific compensation
Can you answer 50 questions in 15 minutes?
Let me suggest you:
Browse all subjects
Browse all tests
Most popular tests
Major Subjects
Tests & Exams
AP
CLEP
DSST
GRE
SAT
GMAT
Certifications
CISSP go to https://www.isc2.org/
PMP
ITIL
RHCE
MCTS
More...
IT Skills
Android Programming
Data Modeling
Objective C Programming
Basic Python Programming
Adobe Illustrator
More...
Business Skills
Advertising Techniques
Business Accounting Basics
Business Strategy
Human Resource Management
Marketing Basics
More...
Soft Skills
Body Language
People Skills
Public Speaking
Persuasion
Job Hunting And Resumes
More...
Vocabulary
GRE Vocab
SAT Vocab
TOEFL Essential Vocab
Basic English Words For All
Global Words You Should Know
Business English
More...
Languages
AP German Vocab
AP Latin Vocab
SAT Subject Test: French
Italian Survival
Norwegian Survival
More...
Engineering
Audio Engineering
Computer Science Engineering
Aerospace Engineering
Chemical Engineering
Structural Engineering
More...
Health Sciences
Basic Nursing Skills
Health Science Language Fundamentals
Veterinary Technology Medical Language
Cardiology
Clinical Surgery
More...
English
Grammar Fundamentals
Literary And Rhetorical Vocab
Elements Of Style Vocab
Introduction To English Major
Complete Advanced Sentences
Literature
Homonyms
More...
Math
Algebra Formulas
Basic Arithmetic: Measurements
Metric Conversions
Geometric Properties
Important Math Facts
Number Sense Vocab
Business Math
More...
Other Major Subjects
Science
Economics
History
Law
Performing-arts
Cooking
Logic & Reasoning
Trivia
Browse all subjects
Browse all tests
Most popular tests