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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. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
cognitive route
integrative negotiation
knowledge based trust
barrier to agreement
2. 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
some options by redefining the problems (alternative solutions)
active listening activities
sequence vs. issue planning
common bond groups
3. Negotiators thinking they are revealing more information that they actually are
illusion of transparecy
enlightened negotiator
key steps in integrative negotiation
partnership model
4. 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!)
communication in negotiaion
most common cognitive mistakes in Negotiation
some options by redefining the problems (alternative solutions)
divergent thinking
5. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
legitimacy
inert knowledge problem
setting limits
aspect ratio framing
6. BATNA - Reservation Price - ZOPA - Value Creation through Trades
reservation price
nonspecific compensation
key components in Negotiation
aspect ratio framing
7. Working harder in a group
social striving
sunk cost framing
false conflict or illusory conflict
social loafing
8. The process of drawing logical conclusions
circular logrolli
illusory correlation
deductive reasoning
ZOPA
9. Brainstorming - electronic brainstorming - surveys
an interest in negotiation
ways to generate options to a problem
most common cognitive mistakes in Negotiation
social loafing
10. Form of hypothesis testing - or trial and error
cognitive route
partnership model
integrative negotiation
inductive reasoning
11. 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
integrative negotiation
inert knowledge problem
cohension
defend/attack spirals
12. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
inductive reasoning
base rates
defend/attack spirals
exploration of options
13. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
equal concession negotiaitor
options
GRIP goals
most common cognitive mistakes in Negotiation
14. 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
knowledge based trust
inductive reasoning
integrative negotiation
15. Based on consistency of behvior
distributive negotiations
deterrence based trust
multiphase negotiations
reflections
16. Making projections about future outcomes
dispositional attribution
irritators
horizon thinkng
multiphase negotiations
17. 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)
things to look for when identifying and define the problem
dispositional attribution
non-verbal attending
sequence planning
18. The tendency to treat chance events as though they have a built in evening out mechanism
BATNA
illusion of transparecy
cohension
gamblers fallacy
19. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
active listening activities
active listening
sequence vs. issue planning
cognitive route
20. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
reflections
deterrence based trust
cognitive route
partnership model
21. The frequency with which some event or pattern occurs in the general population
some guild lines in evaluating options and reaching a consensus
base rates
dispositional attribution
active listening activities
22. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
impossibilty theorem
illusory correlation
defend/attack spirals
illusion of transparecy
23. Based on rational and deliberate thoughts
inert knowledge problem
cognitive route
walk away alternative
key components in Negotiation
24. Listening actively and empathetically to whatever the other party says
a position in negotiation
setting limits
impossibilty theorem
communication in negotiaion
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
ways to generate options to a problem
key steps in integrative negotiation
contingency contracts
circular logrolli
26. How much utility we derive depends on who is providing it
legitimacy
divergent thinking
Particularism
key steps in integrative negotiation
27. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
false conflict or illusory conflict
deductive reasoning
non-verbal attending
sequence vs. issue planning
28. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
divergent thinking
most common cognitive mistakes in Negotiation
reflections
irritators
29. If we reach agreement - we commit to some option
GRIP goals
verbal minimal encouragers
commitment
barrier to agreement
30. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
impossibilty theorem
contingency contracts
dispositional attribution
things to look for when identifying and define the problem
31. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
sunk cost framing
reflections
verbal minimal encouragers
cognitive route
32. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
logrolling
base rates
social loafing
cognitive route
33. The derivation of group preference from individual preference is indeterminate
an interest in negotiation
ZOPA
impossibilty theorem
joint gain
34. We feel obligated to return in kind what others have offered or given us
some options by redefining the problems (alternative solutions)
contingency contracts
reciprocity principle
base rates
35. Tendency for people in group negotiations to underestimate the number of feasible options
deterrence based trust
multiphase negotiations
an interest in negotiation
tunnel vision
36. Believing something is true even after it has been proven not
perseverance effect
relationship issues
nonspecific compensation
active listening
37. reliability - mutual acceptance - emotions
social striving
reciprocity principle
relationship issues
sequence planning
38. The total of the gains earned by each party in the negotiation
sequence planning
joint gain
enlightened negotiator
some guild lines in evaluating options and reaching a consensus
39. See invalid correlations between events
setting limits
social loafing
key components in Negotiation
illusory correlation
40. 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
horizon thinkng
circular logrolli
an interest in negotiation
relevant polarity framing
41. 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.
premature consessions
an interest in negotiation
exploration of options
sunk cost framing
42. Unable to acces knowledge when we need it
divergent thinking
inert knowledge problem
brainwriting
walk away alternative
43. Division of large - all encompassing issues into smaller more manageable ones
illusory correlation
options
unbundling
inert knowledge problem
44. What can i do if i walk away without agreement? which is best
identification based trust
walk away alternative
illusory correlation
sequence planning
45. Grounded in complete empathy with another persons desires and intentions
unbundling
most common cognitive mistakes in Negotiation
identification based trust
divergent thinking
46. 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
convergent thinking
barrier to agreement
reservation price
seller status framing
47. Out of the box thinking
divergent thinking
verbal minimal encouragers
relevant polarity framing
nonspecific compensation
48. Members who are attracted to particular members
communication in negotiaion
common bond groups
inert knowledge problem
deductive reasoning
49. 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
sunk cost framing
pivotal power
brainwriting
50. 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
reflections
some options by redefining the problems (alternative solutions)
egalitarianism hierarchy
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