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. 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
deductive reasoning
key components in Negotiation
aspect ratio framing
sequence vs. issue planning
2. What can i do if i walk away without agreement? which is best
walk away alternative
inert knowledge problem
problem solving model
identification based trust
3. Expand the amount of available resources
integrative negotiation
reciprocity principle
brainwriting
affective route
4. Grounded in complete empathy with another persons desires and intentions
setting limits
contingency contracts
an interest in negotiation
identification based trust
5. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
active listening activities
exploration of options
deterrence based trust
errors that prevent agreement
6. The process of drawing logical conclusions
impossibilty theorem
horizon thinkng
deductive reasoning
exploration of options
7. One that calls into question anothers character
gamblers fallacy
key steps in integrative negotiation
divergent thinking
dispositional attribution
8. Members who are attracted to the group
contingency contracts
common identity groups
tunnel vision
problem solving model
9. The frequency with which some event or pattern occurs in the general population
relationship issues
active listening
base rates
reservation price
10. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
a position in negotiation
irritators
dispositional attribution
defend/attack spirals
11. The tendency to treat chance events as though they have a built in evening out mechanism
gamblers fallacy
distributive negotiations
pivotal power
joint gain
12. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
ways to generate options to a problem
deductive reasoning
contingency contracts
premature consessions
13. 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.
ZOPA
cognitive route
sequence planning
convergent thinking
14. Means by which people influence others
inductive reasoning
egalitarianism hierarchy
premature consessions
walk away alternative
15. Someone who believs one must adopt a tough hard stance to negotiate
relationship issues
old fashioned negotiator
equal concession negotiaitor
an interest in negotiation
16. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
verbal minimal encouragers
illusion of transparecy
legitimacy
things to look for when identifying and define the problem
17. 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.
sunk cost framing
social striving
barrier to agreement
inert knowledge problem
18. The worst agreement you're willing to accept ('walk-away')
inert knowledge problem
sequence planning
aspect ratio framing
reservation price
19. Division of large - all encompassing issues into smaller more manageable ones
most common cognitive mistakes in Negotiation
unbundling
identification based trust
circular logrolli
20. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
enlightened negotiator
errors that prevent agreement
old fashioned negotiator
inert knowledge problem
21. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
a position in negotiation
tunnel vision
false conflict or illusory conflict
knowledge based trust
22. Zone Of Possible Aggreements defined by range between parties' reservation prices
an interest in negotiation
deterrence based trust
ZOPA
options
23. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
ZOPA
endowment effect
relationship issues
things to look for when identifying and define the problem
24. Out of the box thinking
multiphase negotiations
options
divergent thinking
convergent thinking
25. 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
illusion of transparecy
multiparty negotiations
Particularism
false conflict or illusory conflict
26. How much utility we derive depends on who is providing it
things to look for when identifying and define the problem
individual collectivism
an interest in negotiation
Particularism
27. Members who are attracted to particular members
non-verbal attending
integrative negotiation
common bond groups
multiphase negotiations
28. See invalid correlations between events
illusory correlation
barrier to agreement
reservation price
verbal minimal encouragers
29. What you really care about - wants needs etc
dispositional attribution
an interest in negotiation
false conflict or illusory conflict
inert knowledge problem
30. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
barrier to agreement
options
most common cognitive mistakes in Negotiation
sequence planning
31. 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
egalitarianism hierarchy
integrative negotiation
flower child negotiator
barrier to agreement
32. Someone who is too concerned with win-win negotiations they forget to claim resources
flower child negotiator
logrolling
premature consessions
inductive reasoning
33. BATNA - Reservation Price - ZOPA - Value Creation through Trades
knowledge based trust
key steps in integrative negotiation
key components in Negotiation
contingency contracts
34. Making concessions on issues before they are even requested
some guild lines in evaluating options and reaching a consensus
premature consessions
key steps in integrative negotiation
BATNA
35. Believing something is true even after it has been proven not
contingency contracts
reflections
multiparty negotiations
perseverance effect
36. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
barrier to agreement
some options by redefining the problems (alternative solutions)
circular logrolli
relationship issues
37. '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
relevant polarity framing
unbundling
knowledge based trust
identification based trust
38. 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!)
gamblers fallacy
social striving
horizon thinkng
most common cognitive mistakes in Negotiation
39. 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
knowledge based trust
circular logrolli
setting limits
40. Proceed towards one answer
gamblers fallacy
illusory correlation
inert knowledge problem
convergent thinking
41. 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
enlightened negotiator
premature consessions
dispositional attribution
circular logrolli
42. When a problem solver bases a strategy on familiar methods
deductive reasoning
nonspecific compensation
functional fixedness
endowment effect
43. Clients are treated like partners
brainwriting
sunk cost framing
integrative negotiation
partnership model
44. External standards or precedents that might convince one or both parties that a proposed agreement is fair
legitimacy
multiparty negotiations
exploration of options
logrolling
45. Goals and interests related to: Gain - relationship - identity - process
commitment
barrier to agreement
GRIP goals
active listening activities
46. Based on intuition and emotion
flower child negotiator
affective route
pivotal power
premature consessions
47. The ability to change a losing coalition into winning coalition
knowledge based trust
premature consessions
pivotal power
cognitive route
48. Working harder in a group
aspect ratio framing
sequence vs. issue planning
active listening
social striving
49. 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.
argument dilution
pivotal power
illusion of transparecy
communication in negotiaion
50. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
multiphase negotiations
relevant polarity framing
equal concession negotiaitor
barrier to agreement