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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. 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.
verbal minimal encouragers
Particularism
argument dilution
errors that prevent agreement
2. One that calls into question anothers character
illusion of transparecy
ZOPA
enlightened negotiator
dispositional attribution
3. Making projections about future outcomes
horizon thinkng
base rates
common bond groups
deductive reasoning
4. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
issue mix
pivotal power
defend/attack spirals
gamblers fallacy
5. Form of hypothesis testing - or trial and error
argument dilution
illusion of transparecy
egalitarianism hierarchy
inductive reasoning
6. 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
functional fixedness
false conflict or illusory conflict
reservation price
7. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
joint gain
deterrence based trust
inductive reasoning
verbal minimal encouragers
8. Someone who believs one must adopt a tough hard stance to negotiate
an interest in negotiation
old fashioned negotiator
barrier to agreement
convergent thinking
9. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
active listening activities
seller status framing
key steps in integrative negotiation
unbundling
10. Tendency for people in group negotiations to underestimate the number of feasible options
setting limits
divergent thinking
errors that prevent agreement
tunnel vision
11. We feel obligated to return in kind what others have offered or given us
aspect ratio framing
relationship issues
old fashioned negotiator
reciprocity principle
12. 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
legitimacy
key components in Negotiation
unbundling
multiparty negotiations
13. If we reach agreement - we commit to some option
commitment
tunnel vision
premature consessions
illusion of transparecy
14. 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
active listening activities
illusion of transparecy
ZOPA
15. Making concessions on issues before they are even requested
common bond groups
premature consessions
integrative negotiation
illusion of transparecy
16. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
key components in Negotiation
multiparty negotiations
options
cognitive route
17. '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
partnership model
relevant polarity framing
integrative negotiation
distributive negotiations
18. 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.
individual collectivism
sequence planning
dispositional attribution
logrolling
19. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
BATNA
legitimacy
brainwriting
Particularism
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
setting limits
seller status framing
inert knowledge problem
problem solving model
21. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
tunnel vision
some guild lines in evaluating options and reaching a consensus
knowledge based trust
non-verbal attending
22. The tendency to treat chance events as though they have a built in evening out mechanism
a position in negotiation
gamblers fallacy
flower child negotiator
joint gain
23. 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
logrolling
distributive negotiations
exploration of options
premature consessions
24. 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
defend/attack spirals
old fashioned negotiator
exploration of options
25. See invalid correlations between events
common bond groups
reservation price
illusory correlation
defend/attack spirals
26. Members who are attracted to the group
an interest in negotiation
setting limits
distributive negotiations
common identity groups
27. reliability - mutual acceptance - emotions
relationship issues
sequence vs. issue planning
multiphase negotiations
convergent thinking
28. Goals and interests related to: Gain - relationship - identity - process
multiparty negotiations
GRIP goals
egalitarianism hierarchy
tunnel vision
29. 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
seller status framing
active listening activities
circular logrolli
inductive reasoning
30. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
reflections
cohension
illusion of transparecy
multiparty negotiations
31. 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
deductive reasoning
brainwriting
some options by redefining the problems (alternative solutions)
false conflict or illusory conflict
32. External standards or precedents that might convince one or both parties that a proposed agreement is fair
Particularism
relevant polarity framing
legitimacy
options
33. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
key steps in integrative negotiation
defend/attack spirals
problem solving model
sequence vs. issue planning
34. The process of drawing logical conclusions
gamblers fallacy
integrative negotiation
deductive reasoning
premature consessions
35. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
cognitive route
contingency contracts
false conflict or illusory conflict
illusion of transparecy
36. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
sequence planning
logrolling
problem solving model
gamblers fallacy
37. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
knowledge based trust
endowment effect
divergent thinking
exploration of options
38. Proceed towards one answer
dispositional attribution
convergent thinking
legitimacy
things to look for when identifying and define the problem
39. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
equal concession negotiaitor
active listening activities
some options by redefining the problems (alternative solutions)
inductive reasoning
40. Unable to acces knowledge when we need it
inert knowledge problem
dispositional attribution
multiparty negotiations
deductive reasoning
41. How much utility we derive depends on who is providing it
knowledge based trust
flower child negotiator
errors that prevent agreement
Particularism
42. Working less hard in a group
affective route
social loafing
illusory correlation
convergent thinking
43. The total of the gains earned by each party in the negotiation
joint gain
defend/attack spirals
common identity groups
brainwriting
44. Members who are attracted to particular members
common bond groups
deductive reasoning
tunnel vision
ZOPA
45. Zone Of Possible Aggreements defined by range between parties' reservation prices
inductive reasoning
equal concession negotiaitor
problem solving model
ZOPA
46. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
BATNA
errors that prevent agreement
functional fixedness
key steps in integrative negotiation
47. Based on consistency of behvior
convergent thinking
circular logrolli
illusion of transparecy
deterrence based trust
48. Grounded in complete empathy with another persons desires and intentions
verbal minimal encouragers
deductive reasoning
identification based trust
things to look for when identifying and define the problem
49. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
a position in negotiation
enlightened negotiator
pivotal power
BATNA
50. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
false conflict or illusory conflict
relationship issues
verbal minimal encouragers
contingency contracts