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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. Goals and interests related to: Gain - relationship - identity - process
reflections
multiparty negotiations
premature consessions
GRIP goals
2. Working harder in a group
reciprocity principle
social striving
BATNA
integrative negotiation
3. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
contingency contracts
gamblers fallacy
most common cognitive mistakes in Negotiation
active listening
4. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
pivotal power
impossibilty theorem
relevant polarity framing
sequence vs. issue planning
5. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
key components in Negotiation
errors that prevent agreement
reciprocity principle
options
6. Working less hard in a group
social loafing
non-verbal attending
perseverance effect
affective route
7. Unable to acces knowledge when we need it
inductive reasoning
cognitive route
barrier to agreement
inert knowledge problem
8. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
pivotal power
equal concession negotiaitor
walk away alternative
inert knowledge problem
9. Brainstorming - electronic brainstorming - surveys
ways to generate options to a problem
inert knowledge problem
individual collectivism
partnership model
10. The strenght of positive relations within a team
cohension
seller status framing
partnership model
sequence vs. issue planning
11. Negotiators thinking they are revealing more information that they actually are
flower child negotiator
illusion of transparecy
setting limits
integrative negotiation
12. The union of both parties issue sets
gamblers fallacy
issue mix
reservation price
affective route
13. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
integrative negotiation
non-verbal attending
barrier to agreement
common bond groups
14. What can i do if i walk away without agreement? which is best
walk away alternative
reflections
impossibilty theorem
nonspecific compensation
15. See invalid correlations between events
illusory correlation
most common cognitive mistakes in Negotiation
individual collectivism
illusion of transparecy
16. The process of drawing logical conclusions
deductive reasoning
equal concession negotiaitor
cognitive route
distributive negotiations
17. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
perseverance effect
commitment
contingency contracts
integrative negotiation
18. Your Best Alternative To a Negotiated Agreement
circular logrolli
BATNA
inductive reasoning
tunnel vision
19. The worst agreement you're willing to accept ('walk-away')
distributive negotiations
reservation price
inert knowledge problem
things to look for when identifying and define the problem
20. Based on consistency of behvior
deterrence based trust
things to look for when identifying and define the problem
pivotal power
relevant polarity framing
21. '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
aspect ratio framing
reflections
base rates
relevant polarity framing
22. Listening actively and empathetically to whatever the other party says
legitimacy
false conflict or illusory conflict
non-verbal attending
communication in negotiaion
23. Based on intuition and emotion
brainwriting
cognitive route
affective route
distributive negotiations
24. 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
aspect ratio framing
an interest in negotiation
perseverance effect
communication in negotiaion
25. 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!)
impossibilty theorem
some options by redefining the problems (alternative solutions)
nonspecific compensation
most common cognitive mistakes in Negotiation
26. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
enlightened negotiator
logrolling
sequence vs. issue planning
key steps in integrative negotiation
27. The tendency to treat chance events as though they have a built in evening out mechanism
ways to generate options to a problem
irritators
unbundling
gamblers fallacy
28. 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
distributive negotiations
joint gain
integrative negotiation
multiparty negotiations
29. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
individual collectivism
dispositional attribution
setting limits
a position in negotiation
30. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
base rates
circular logrolli
sequence vs. issue planning
inductive reasoning
31. 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.
functional fixedness
inductive reasoning
sequence planning
illusion of transparecy
32. 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
sunk cost framing
circular logrolli
partnership model
sequence vs. issue planning
33. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
irritators
some guild lines in evaluating options and reaching a consensus
unbundling
false conflict or illusory conflict
34. 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
social striving
walk away alternative
some guild lines in evaluating options and reaching a consensus
defend/attack spirals
35. 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)
most common cognitive mistakes in Negotiation
non-verbal attending
social striving
key components in Negotiation
36. Division of large - all encompassing issues into smaller more manageable ones
a position in negotiation
issue mix
endowment effect
unbundling
37. 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
dispositional attribution
old fashioned negotiator
seller status framing
distributive negotiations
38. Someone who is too concerned with win-win negotiations they forget to claim resources
aspect ratio framing
joint gain
sunk cost framing
flower child negotiator
39. The ability to change a losing coalition into winning coalition
circular logrolli
pivotal power
verbal minimal encouragers
reflections
40. Zone Of Possible Aggreements defined by range between parties' reservation prices
convergent thinking
sequence planning
ZOPA
logrolling
41. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
errors that prevent agreement
relationship issues
nonspecific compensation
some options by redefining the problems (alternative solutions)
42. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
sunk cost framing
relationship issues
premature consessions
problem solving model
43. Members who are attracted to the group
Particularism
reflections
common identity groups
sequence vs. issue planning
44. 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
illusion of transparecy
things to look for when identifying and define the problem
egalitarianism hierarchy
logrolling
45. What you really care about - wants needs etc
reflections
setting limits
an interest in negotiation
common bond groups
46. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
flower child negotiator
tunnel vision
identification based trust
irritators
47. BATNA - Reservation Price - ZOPA - Value Creation through Trades
key components in Negotiation
affective route
inert knowledge problem
knowledge based trust
48. One that calls into question anothers character
impossibilty theorem
dispositional attribution
common identity groups
sequence vs. issue planning
49. 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
old fashioned negotiator
multiparty negotiations
active listening activities
barrier to agreement
50. Making projections about future outcomes
old fashioned negotiator
horizon thinkng
walk away alternative
an interest in negotiation