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Test your basic knowledge |
Negotiation
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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. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
sequence vs. issue planning
an interest in negotiation
egalitarianism hierarchy
options
2. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
setting limits
pivotal power
walk away alternative
problem solving model
3. Based on intuition and emotion
affective route
convergent thinking
BATNA
most common cognitive mistakes in Negotiation
4. The total of the gains earned by each party in the negotiation
reciprocity principle
flower child negotiator
joint gain
deductive reasoning
5. Your Best Alternative To a Negotiated Agreement
BATNA
individual collectivism
equal concession negotiaitor
illusion of transparecy
6. What you really care about - wants needs etc
an interest in negotiation
enlightened negotiator
problem solving model
cognitive route
7. The union of both parties issue sets
verbal minimal encouragers
partnership model
issue mix
irritators
8. If we reach agreement - we commit to some option
illusion of transparecy
commitment
integrative negotiation
active listening
9. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
convergent thinking
impossibilty theorem
errors that prevent agreement
individual collectivism
10. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
flower child negotiator
nonspecific compensation
premature consessions
key steps in integrative negotiation
11. Expand the amount of available resources
gamblers fallacy
knowledge based trust
integrative negotiation
key components in Negotiation
12. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
dispositional attribution
common bond groups
options
setting limits
13. Negotiators thinking they are revealing more information that they actually are
tunnel vision
setting limits
illusion of transparecy
knowledge based trust
14. '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
endowment effect
perseverance effect
relevant polarity framing
sequence vs. issue planning
15. 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
BATNA
reservation price
sunk cost framing
16. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
illusory correlation
seller status framing
contingency contracts
unbundling
17. The frequency with which some event or pattern occurs in the general population
communication in negotiaion
some options by redefining the problems (alternative solutions)
base rates
relevant polarity framing
18. The worst agreement you're willing to accept ('walk-away')
cohension
old fashioned negotiator
functional fixedness
reservation price
19. Members who are attracted to particular members
integrative negotiation
common bond groups
reciprocity principle
enlightened negotiator
20. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
social striving
key components in Negotiation
knowledge based trust
barrier to agreement
21. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
issue mix
active listening
active listening activities
common identity groups
22. 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)
inert knowledge problem
non-verbal attending
premature consessions
illusion of transparecy
23. Form of hypothesis testing - or trial and error
some guild lines in evaluating options and reaching a consensus
active listening activities
sequence vs. issue planning
inductive reasoning
24. Making projections about future outcomes
horizon thinkng
partnership model
nonspecific compensation
reflections
25. Tendency for people in group negotiations to underestimate the number of feasible options
premature consessions
tunnel vision
aspect ratio framing
communication in negotiaion
26. What you say you want - your solution
deterrence based trust
flower child negotiator
a position in negotiation
aspect ratio framing
27. Working less hard in a group
deterrence based trust
old fashioned negotiator
perseverance effect
social loafing
28. The derivation of group preference from individual preference is indeterminate
premature consessions
flower child negotiator
relevant polarity framing
impossibilty theorem
29. 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
ways to generate options to a problem
some options by redefining the problems (alternative solutions)
knowledge based trust
exploration of options
30. Grounded in complete empathy with another persons desires and intentions
deductive reasoning
identification based trust
reciprocity principle
sunk cost framing
31. See invalid correlations between events
an interest in negotiation
illusory correlation
argument dilution
reciprocity principle
32. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
nonspecific compensation
active listening
issue mix
equal concession negotiaitor
33. 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
some guild lines in evaluating options and reaching a consensus
pivotal power
sequence vs. issue planning
base rates
34. When a problem solver bases a strategy on familiar methods
deductive reasoning
most common cognitive mistakes in Negotiation
functional fixedness
brainwriting
35. Based on consistency of behvior
illusory correlation
individual collectivism
deterrence based trust
reciprocity principle
36. 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
nonspecific compensation
multiparty negotiations
common identity groups
integrative negotiation
37. What can i do if i walk away without agreement? which is best
walk away alternative
integrative negotiation
circular logrolli
issue mix
38. Division of large - all encompassing issues into smaller more manageable ones
integrative negotiation
contingency contracts
unbundling
some guild lines in evaluating options and reaching a consensus
39. Members who are attracted to the group
common identity groups
multiphase negotiations
false conflict or illusory conflict
flower child negotiator
40. Out of the box thinking
divergent thinking
old fashioned negotiator
options
Particularism
41. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
irritators
brainwriting
multiphase negotiations
old fashioned negotiator
42. Listening actively and empathetically to whatever the other party says
perseverance effect
commitment
options
communication in negotiaion
43. 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
aspect ratio framing
integrative negotiation
endowment effect
distributive negotiations
44. 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
things to look for when identifying and define the problem
defend/attack spirals
cognitive route
45. The tendency to treat chance events as though they have a built in evening out mechanism
aspect ratio framing
inductive reasoning
irritators
gamblers fallacy
46. Unable to acces knowledge when we need it
Particularism
inert knowledge problem
cohension
relevant polarity framing
47. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
active listening
verbal minimal encouragers
premature consessions
options
48. External standards or precedents that might convince one or both parties that a proposed agreement is fair
inductive reasoning
some guild lines in evaluating options and reaching a consensus
legitimacy
nonspecific compensation
49. Implemented over time in different phases - each phase has own promises and dealings - early phases: become familiar with other's Negotiation Style - Build Trust - Monitor Other party to ensure follow through - Walk away from Disconcerting negotiati
inductive reasoning
legitimacy
things to look for when identifying and define the problem
multiphase negotiations
50. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
endowment effect
deterrence based trust
brainwriting
cognitive route
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