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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. The ability to change a losing coalition into winning coalition
pivotal power
impossibilty theorem
a position in negotiation
identification based trust
2. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
deductive reasoning
active listening activities
functional fixedness
integrative negotiation
3. Proceed towards one answer
convergent thinking
endowment effect
enlightened negotiator
multiphase negotiations
4. We feel obligated to return in kind what others have offered or given us
active listening
illusory correlation
BATNA
reciprocity principle
5. 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
things to look for when identifying and define the problem
aspect ratio framing
logrolling
impossibilty theorem
6. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
verbal minimal encouragers
non-verbal attending
enlightened negotiator
deterrence based trust
7. 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
multiparty negotiations
divergent thinking
egalitarianism hierarchy
some options by redefining the problems (alternative solutions)
8. Your Best Alternative To a Negotiated Agreement
impossibilty theorem
GRIP goals
verbal minimal encouragers
BATNA
9. 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
deductive reasoning
exploration of options
distributive negotiations
equal concession negotiaitor
10. The union of both parties issue sets
issue mix
sequence vs. issue planning
cognitive route
gamblers fallacy
11. Out of the box thinking
errors that prevent agreement
equal concession negotiaitor
divergent thinking
some options by redefining the problems (alternative solutions)
12. Expand the amount of available resources
equal concession negotiaitor
integrative negotiation
seller status framing
active listening activities
13. Means by which people influence others
communication in negotiaion
nonspecific compensation
key components in Negotiation
egalitarianism hierarchy
14. One that calls into question anothers character
integrative negotiation
dispositional attribution
GRIP goals
common identity groups
15. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
active listening
relationship issues
perseverance effect
illusion of transparecy
16. 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.
sequence planning
things to look for when identifying and define the problem
common bond groups
BATNA
17. External standards or precedents that might convince one or both parties that a proposed agreement is fair
legitimacy
issue mix
circular logrolli
pivotal power
18. What you say you want - your solution
issue mix
a position in negotiation
problem solving model
ZOPA
19. Members who are attracted to particular members
illusion of transparecy
common bond groups
egalitarianism hierarchy
non-verbal attending
20. Making projections about future outcomes
active listening activities
horizon thinkng
divergent thinking
reservation price
21. 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
brainwriting
circular logrolli
illusion of transparecy
22. Goals and interests related to: Gain - relationship - identity - process
GRIP goals
problem solving model
joint gain
impossibilty theorem
23. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
reflections
inductive reasoning
options
commitment
24. Zone Of Possible Aggreements defined by range between parties' reservation prices
ways to generate options to a problem
dispositional attribution
ZOPA
some options by redefining the problems (alternative solutions)
25. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
egalitarianism hierarchy
cognitive route
setting limits
key steps in integrative negotiation
26. The worst agreement you're willing to accept ('walk-away')
impossibilty theorem
reservation price
horizon thinkng
relevant polarity framing
27. Working harder in a group
affective route
sequence planning
social striving
premature consessions
28. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
most common cognitive mistakes in Negotiation
verbal minimal encouragers
joint gain
deductive reasoning
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
partnership model
sunk cost framing
setting limits
enlightened negotiator
30. 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
integrative negotiation
non-verbal attending
31. When a problem solver bases a strategy on familiar methods
perseverance effect
functional fixedness
problem solving model
legitimacy
32. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
reflections
divergent thinking
nonspecific compensation
non-verbal attending
33. 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
identification based trust
reciprocity principle
non-verbal attending
circular logrolli
34. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
barrier to agreement
horizon thinkng
nonspecific compensation
illusory correlation
35. The frequency with which some event or pattern occurs in the general population
reservation price
base rates
social loafing
logrolling
36. 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
nonspecific compensation
some guild lines in evaluating options and reaching a consensus
communication in negotiaion
convergent thinking
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!)
deductive reasoning
sequence planning
most common cognitive mistakes in Negotiation
nonspecific compensation
38. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
most common cognitive mistakes in Negotiation
premature consessions
logrolling
verbal minimal encouragers
39. See invalid correlations between events
illusory correlation
joint gain
exploration of options
multiparty negotiations
40. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
some options by redefining the problems (alternative solutions)
verbal minimal encouragers
partnership model
inductive reasoning
41. Tendency for people in group negotiations to underestimate the number of feasible options
some options by redefining the problems (alternative solutions)
sequence vs. issue planning
deductive reasoning
tunnel vision
42. Someone who is too concerned with win-win negotiations they forget to claim resources
deductive reasoning
flower child negotiator
communication in negotiaion
dispositional attribution
43. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
sequence vs. issue planning
reflections
perseverance effect
communication in negotiaion
44. The process of drawing logical conclusions
deductive reasoning
active listening
affective route
functional fixedness
45. Making concessions on issues before they are even requested
premature consessions
errors that prevent agreement
egalitarianism hierarchy
gamblers fallacy
46. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
errors that prevent agreement
problem solving model
irritators
communication in negotiaion
47. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
cohension
errors that prevent agreement
deterrence based trust
nonspecific compensation
48. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
horizon thinkng
legitimacy
contingency contracts
a position in negotiation
49. Believing something is true even after it has been proven not
flower child negotiator
identification based trust
cognitive route
perseverance effect
50. What can i do if i walk away without agreement? which is best
perseverance effect
irritators
walk away alternative
things to look for when identifying and define the problem