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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. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
illusion of transparecy
false conflict or illusory conflict
convergent thinking
exploration of options
2. The union of both parties issue sets
active listening activities
deterrence based trust
issue mix
some guild lines in evaluating options and reaching a consensus
3. What can i do if i walk away without agreement? which is best
individual collectivism
walk away alternative
integrative negotiation
false conflict or illusory conflict
4. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
endowment effect
contingency contracts
affective route
cognitive route
5. If we reach agreement - we commit to some option
defend/attack spirals
commitment
deductive reasoning
inductive reasoning
6. How much utility we derive depends on who is providing it
Particularism
horizon thinkng
illusion of transparecy
nonspecific compensation
7. Division of large - all encompassing issues into smaller more manageable ones
key steps in integrative negotiation
seller status framing
cognitive route
unbundling
8. 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.
non-verbal attending
issue mix
sequence planning
functional fixedness
9. 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)
non-verbal attending
Particularism
relevant polarity framing
illusory correlation
10. The frequency with which some event or pattern occurs in the general population
knowledge based trust
legitimacy
multiparty negotiations
base rates
11. Believing something is true even after it has been proven not
perseverance effect
cognitive route
reservation price
illusion of transparecy
12. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
tunnel vision
logrolling
errors that prevent agreement
irritators
13. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
deterrence based trust
sequence planning
legitimacy
contingency contracts
14. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
enlightened negotiator
logrolling
exploration of options
distributive negotiations
15. Based on consistency of behvior
affective route
common bond groups
deterrence based trust
some guild lines in evaluating options and reaching a consensus
16. Listening actively and empathetically to whatever the other party says
functional fixedness
reflections
communication in negotiaion
argument dilution
17. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
egalitarianism hierarchy
individual collectivism
brainwriting
an interest in negotiation
18. 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
seller status framing
aspect ratio framing
options
integrative negotiation
19. Tendency for people in group negotiations to underestimate the number of feasible options
tunnel vision
sequence planning
social striving
exploration of options
20. 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)
divergent thinking
exploration of options
nonspecific compensation
21. What you really care about - wants needs etc
communication in negotiaion
an interest in negotiation
sunk cost framing
impossibilty theorem
22. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
relevant polarity framing
legitimacy
key components in Negotiation
equal concession negotiaitor
23. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
active listening
gamblers fallacy
unbundling
common bond groups
24. Based on rational and deliberate thoughts
partnership model
irritators
illusion of transparecy
cognitive route
25. The strenght of positive relations within a team
brainwriting
endowment effect
distributive negotiations
cohension
26. External standards or precedents that might convince one or both parties that a proposed agreement is fair
GRIP goals
relevant polarity framing
BATNA
legitimacy
27. Making projections about future outcomes
deterrence based trust
horizon thinkng
egalitarianism hierarchy
social striving
28. Someone who is too concerned with win-win negotiations they forget to claim resources
flower child negotiator
functional fixedness
identification based trust
affective route
29. The ability to change a losing coalition into winning coalition
pivotal power
defend/attack spirals
affective route
commitment
30. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
BATNA
sequence vs. issue planning
illusion of transparecy
options
31. Goals and interests related to: Gain - relationship - identity - process
logrolling
inert knowledge problem
knowledge based trust
GRIP goals
32. Zone Of Possible Aggreements defined by range between parties' reservation prices
sunk cost framing
sequence vs. issue planning
deductive reasoning
ZOPA
33. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
seller status framing
reflections
dispositional attribution
things to look for when identifying and define the problem
34. We feel obligated to return in kind what others have offered or given us
reciprocity principle
impossibilty theorem
problem solving model
BATNA
35. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
common identity groups
sequence vs. issue planning
some options by redefining the problems (alternative solutions)
dispositional attribution
36. What you say you want - your solution
affective route
defend/attack spirals
a position in negotiation
most common cognitive mistakes in Negotiation
37. Basic human motive concerning preservation of the self versus collective
partnership model
issue mix
individual collectivism
active listening
38. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
defend/attack spirals
illusory correlation
relevant polarity framing
logrolling
39. Clients are treated like partners
partnership model
social loafing
irritators
walk away alternative
40. The worst agreement you're willing to accept ('walk-away')
inert knowledge problem
sunk cost framing
integrative negotiation
reservation price
41. Brainstorming - electronic brainstorming - surveys
walk away alternative
logrolling
ways to generate options to a problem
false conflict or illusory conflict
42. The process of drawing logical conclusions
gamblers fallacy
deductive reasoning
knowledge based trust
options
43. 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!)
affective route
brainwriting
verbal minimal encouragers
most common cognitive mistakes in Negotiation
44. Members who are attracted to particular members
some options by redefining the problems (alternative solutions)
problem solving model
relevant polarity framing
common bond groups
45. Members who are attracted to the group
joint gain
illusory correlation
common identity groups
verbal minimal encouragers
46. Out of the box thinking
common bond groups
irritators
divergent thinking
some guild lines in evaluating options and reaching a consensus
47. 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
false conflict or illusory conflict
deductive reasoning
seller status framing
deterrence based trust
48. Making concessions on issues before they are even requested
errors that prevent agreement
premature consessions
social loafing
flower child negotiator
49. Unable to acces knowledge when we need it
multiparty negotiations
inert knowledge problem
relationship issues
partnership model
50. One that calls into question anothers character
dispositional attribution
convergent thinking
options
gamblers fallacy