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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. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
inductive reasoning
endowment effect
most common cognitive mistakes in Negotiation
relevant polarity framing
2. 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
dispositional attribution
base rates
BATNA
3. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
options
common identity groups
reciprocity principle
issue mix
4. The strenght of positive relations within a team
walk away alternative
impossibilty theorem
sunk cost framing
cohension
5. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
sequence planning
enlightened negotiator
some guild lines in evaluating options and reaching a consensus
egalitarianism hierarchy
6. External standards or precedents that might convince one or both parties that a proposed agreement is fair
legitimacy
flower child negotiator
barrier to agreement
cohension
7. The union of both parties issue sets
non-verbal attending
false conflict or illusory conflict
issue mix
inductive reasoning
8. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
most common cognitive mistakes in Negotiation
key components in Negotiation
errors that prevent agreement
communication in negotiaion
9. Working less hard in a group
social loafing
flower child negotiator
unbundling
social striving
10. If we reach agreement - we commit to some option
brainwriting
commitment
identification based trust
sequence vs. issue planning
11. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
illusory correlation
irritators
most common cognitive mistakes in Negotiation
sunk cost framing
12. Based on rational and deliberate thoughts
ZOPA
cognitive route
active listening
most common cognitive mistakes in Negotiation
13. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
inductive reasoning
argument dilution
active listening activities
tunnel vision
14. Brainstorming - electronic brainstorming - surveys
ways to generate options to a problem
equal concession negotiaitor
key steps in integrative negotiation
ZOPA
15. What you really care about - wants needs etc
an interest in negotiation
cognitive route
reflections
nonspecific compensation
16. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
irritators
reciprocity principle
deductive reasoning
key steps in integrative negotiation
17. 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
dispositional attribution
ways to generate options to a problem
circular logrolli
integrative negotiation
18. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
egalitarianism hierarchy
logrolling
gamblers fallacy
exploration of options
19. Members who are attracted to the group
unbundling
common identity groups
argument dilution
errors that prevent agreement
20. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
identification based trust
multiphase negotiations
active listening activities
setting limits
21. Members who are attracted to particular members
common bond groups
inert knowledge problem
options
enlightened negotiator
22. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
verbal minimal encouragers
logrolling
legitimacy
setting limits
23. Based on consistency of behvior
integrative negotiation
convergent thinking
deterrence based trust
some guild lines in evaluating options and reaching a consensus
24. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
barrier to agreement
brainwriting
GRIP goals
legitimacy
25. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
reflections
integrative negotiation
knowledge based trust
inert knowledge problem
26. 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
an interest in negotiation
some options by redefining the problems (alternative solutions)
deterrence based trust
problem solving model
27. Goals and interests related to: Gain - relationship - identity - process
old fashioned negotiator
GRIP goals
active listening activities
ZOPA
28. 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
ZOPA
enlightened negotiator
active listening
29. The tendency to treat chance events as though they have a built in evening out mechanism
some options by redefining the problems (alternative solutions)
key steps in integrative negotiation
gamblers fallacy
irritators
30. Working harder in a group
problem solving model
social striving
illusion of transparecy
active listening
31. Negotiators thinking they are revealing more information that they actually are
illusion of transparecy
equal concession negotiaitor
seller status framing
key steps in integrative negotiation
32. 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
things to look for when identifying and define the problem
sunk cost framing
most common cognitive mistakes in Negotiation
GRIP goals
33. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
active listening
integrative negotiation
key steps in integrative negotiation
base rates
34. 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
equal concession negotiaitor
irritators
reservation price
distributive negotiations
35. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
dispositional attribution
ZOPA
false conflict or illusory conflict
reservation price
36. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
inductive reasoning
egalitarianism hierarchy
relationship issues
communication in negotiaion
37. The process of drawing logical conclusions
things to look for when identifying and define the problem
reflections
deductive reasoning
setting limits
38. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
defend/attack spirals
unbundling
a position in negotiation
some options by redefining the problems (alternative solutions)
39. Means by which people influence others
identification based trust
seller status framing
illusion of transparecy
egalitarianism hierarchy
40. See invalid correlations between events
reciprocity principle
sequence vs. issue planning
distributive negotiations
illusory correlation
41. Unable to acces knowledge when we need it
commitment
key steps in integrative negotiation
things to look for when identifying and define the problem
inert knowledge problem
42. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
sequence vs. issue planning
equal concession negotiaitor
social striving
non-verbal attending
43. Grounded in complete empathy with another persons desires and intentions
cognitive route
multiphase negotiations
identification based trust
equal concession negotiaitor
44. 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
divergent thinking
verbal minimal encouragers
integrative negotiation
ZOPA
45. The frequency with which some event or pattern occurs in the general population
false conflict or illusory conflict
base rates
cognitive route
errors that prevent agreement
46. Tendency for people in group negotiations to underestimate the number of feasible options
key steps in integrative negotiation
distributive negotiations
flower child negotiator
tunnel vision
47. 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!)
pivotal power
issue mix
most common cognitive mistakes in Negotiation
flower child negotiator
48. Zone Of Possible Aggreements defined by range between parties' reservation prices
premature consessions
ZOPA
an interest in negotiation
enlightened negotiator
49. Basic human motive concerning preservation of the self versus collective
unbundling
defend/attack spirals
individual collectivism
options
50. reliability - mutual acceptance - emotions
argument dilution
convergent thinking
circular logrolli
relationship issues