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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. What you really care about - wants needs etc
endowment effect
an interest in negotiation
nonspecific compensation
equal concession negotiaitor
2. '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
ZOPA
identification based trust
some options by redefining the problems (alternative solutions)
relevant polarity framing
3. Making projections about future outcomes
social loafing
nonspecific compensation
divergent thinking
horizon thinkng
4. How much utility we derive depends on who is providing it
aspect ratio framing
gamblers fallacy
active listening activities
Particularism
5. 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
sunk cost framing
some options by redefining the problems (alternative solutions)
legitimacy
6. Out of the box thinking
sequence vs. issue planning
pivotal power
divergent thinking
deterrence based trust
7. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
legitimacy
communication in negotiaion
active listening
knowledge based trust
8. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
argument dilution
an interest in negotiation
old fashioned negotiator
options
9. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
sunk cost framing
verbal minimal encouragers
setting limits
irritators
10. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
nonspecific compensation
GRIP goals
options
errors that prevent agreement
11. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
endowment effect
enlightened negotiator
barrier to agreement
reciprocity principle
12. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
active listening activities
reservation price
errors that prevent agreement
logrolling
13. reliability - mutual acceptance - emotions
relationship issues
old fashioned negotiator
endowment effect
multiparty negotiations
14. 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
irritators
integrative negotiation
horizon thinkng
aspect ratio framing
15. What you say you want - your solution
brainwriting
multiphase negotiations
a position in negotiation
deterrence based trust
16. Listening actively and empathetically to whatever the other party says
communication in negotiaion
irritators
an interest in negotiation
tunnel vision
17. Brainstorming - electronic brainstorming - surveys
active listening activities
ways to generate options to a problem
errors that prevent agreement
communication in negotiaion
18. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
brainwriting
integrative negotiation
joint gain
knowledge based trust
19. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
ZOPA
GRIP goals
distributive negotiations
contingency contracts
20. BATNA - Reservation Price - ZOPA - Value Creation through Trades
individual collectivism
key components in Negotiation
illusion of transparecy
sequence vs. issue planning
21. 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
perseverance effect
seller status framing
old fashioned negotiator
circular logrolli
22. Goals and interests related to: Gain - relationship - identity - process
non-verbal attending
issue mix
tunnel vision
GRIP goals
23. Members who are attracted to particular members
common bond groups
premature consessions
gamblers fallacy
argument dilution
24. Tendency for people in group negotiations to underestimate the number of feasible options
old fashioned negotiator
tunnel vision
inert knowledge problem
a position in negotiation
25. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
enlightened negotiator
brainwriting
inert knowledge problem
an interest in negotiation
26. If we reach agreement - we commit to some option
an interest in negotiation
commitment
common identity groups
social striving
27. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
reflections
communication in negotiaion
inert knowledge problem
false conflict or illusory conflict
28. The worst agreement you're willing to accept ('walk-away')
reservation price
most common cognitive mistakes in Negotiation
things to look for when identifying and define the problem
deductive reasoning
29. The tendency to treat chance events as though they have a built in evening out mechanism
gamblers fallacy
key components in Negotiation
irritators
active listening
30. External standards or precedents that might convince one or both parties that a proposed agreement is fair
relevant polarity framing
issue mix
legitimacy
cohension
31. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
horizon thinkng
exploration of options
gamblers fallacy
multiparty negotiations
32. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
non-verbal attending
defend/attack spirals
aspect ratio framing
Particularism
33. Your Best Alternative To a Negotiated Agreement
argument dilution
active listening activities
BATNA
gamblers fallacy
34. 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.
divergent thinking
social striving
GRIP goals
argument dilution
35. Form of hypothesis testing - or trial and error
pivotal power
identification based trust
unbundling
inductive reasoning
36. 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)
key steps in integrative negotiation
active listening activities
non-verbal attending
equal concession negotiaitor
37. 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!)
most common cognitive mistakes in Negotiation
unbundling
nonspecific compensation
reflections
38. Based on rational and deliberate thoughts
deductive reasoning
exploration of options
sequence vs. issue planning
cognitive route
39. Based on intuition and emotion
reciprocity principle
affective route
logrolling
illusion of transparecy
40. The strenght of positive relations within a team
partnership model
cohension
deterrence based trust
some options by redefining the problems (alternative solutions)
41. What can i do if i walk away without agreement? which is best
impossibilty theorem
unbundling
walk away alternative
flower child negotiator
42. The derivation of group preference from individual preference is indeterminate
active listening activities
key components in Negotiation
impossibilty theorem
irritators
43. Grounded in complete empathy with another persons desires and intentions
active listening activities
identification based trust
integrative negotiation
distributive negotiations
44. Members who are attracted to the group
common identity groups
verbal minimal encouragers
deterrence based trust
non-verbal attending
45. 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.
options
identification based trust
sequence planning
old fashioned negotiator
46. 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
circular logrolli
base rates
BATNA
47. 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.
identification based trust
sunk cost framing
integrative negotiation
an interest in negotiation
48. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
errors that prevent agreement
relevant polarity framing
multiphase negotiations
reciprocity principle
49. Someone who is too concerned with win-win negotiations they forget to claim resources
some options by redefining the problems (alternative solutions)
pivotal power
flower child negotiator
integrative negotiation
50. The process of drawing logical conclusions
deductive reasoning
BATNA
affective route
old fashioned negotiator