SUBJECTS
|
BROWSE
|
CAREER CENTER
|
POPULAR
|
JOIN
|
LOGIN
Business Skills
|
Soft Skills
|
Basic Literacy
|
Certifications
About
|
Help
|
Privacy
|
Terms
|
Email
Search
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. reliability - mutual acceptance - emotions
perseverance effect
relationship issues
flower child negotiator
reciprocity principle
2. 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
old fashioned negotiator
endowment effect
errors that prevent agreement
some guild lines in evaluating options and reaching a consensus
3. Brainstorming - electronic brainstorming - surveys
logrolling
base rates
enlightened negotiator
ways to generate options to a problem
4. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
horizon thinkng
false conflict or illusory conflict
reservation price
identification based trust
5. Unable to acces knowledge when we need it
things to look for when identifying and define the problem
key steps in integrative negotiation
a position in negotiation
inert knowledge problem
6. The worst agreement you're willing to accept ('walk-away')
deductive reasoning
affective route
reservation price
key components in Negotiation
7. Zone Of Possible Aggreements defined by range between parties' reservation prices
things to look for when identifying and define the problem
ZOPA
distributive negotiations
divergent thinking
8. Division of large - all encompassing issues into smaller more manageable ones
reservation price
cohension
unbundling
inductive reasoning
9. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
perseverance effect
common identity groups
knowledge based trust
partnership model
10. '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
illusion of transparecy
relevant polarity framing
convergent thinking
affective route
11. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
reflections
dispositional attribution
logrolling
relationship issues
12. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
deterrence based trust
equal concession negotiaitor
nonspecific compensation
egalitarianism hierarchy
13. Means by which people influence others
egalitarianism hierarchy
key components in Negotiation
most common cognitive mistakes in Negotiation
relationship issues
14. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
irritators
endowment effect
tunnel vision
reflections
15. When a problem solver bases a strategy on familiar methods
reciprocity principle
functional fixedness
individual collectivism
options
16. We feel obligated to return in kind what others have offered or given us
tunnel vision
ZOPA
things to look for when identifying and define the problem
reciprocity principle
17. Tendency for people in group negotiations to underestimate the number of feasible options
circular logrolli
some options by redefining the problems (alternative solutions)
integrative negotiation
tunnel vision
18. Negotiators thinking they are revealing more information that they actually are
a position in negotiation
illusion of transparecy
cohension
logrolling
19. What you say you want - your solution
a position in negotiation
egalitarianism hierarchy
irritators
verbal minimal encouragers
20. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
social loafing
aspect ratio framing
functional fixedness
nonspecific compensation
21. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
premature consessions
inductive reasoning
contingency contracts
egalitarianism hierarchy
22. The derivation of group preference from individual preference is indeterminate
multiphase negotiations
integrative negotiation
walk away alternative
impossibilty theorem
23. 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!)
most common cognitive mistakes in Negotiation
GRIP goals
issue mix
active listening activities
24. Your Best Alternative To a Negotiated Agreement
irritators
affective route
BATNA
enlightened negotiator
25. Making projections about future outcomes
irritators
horizon thinkng
reciprocity principle
some guild lines in evaluating options and reaching a consensus
26. 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
social striving
aspect ratio framing
most common cognitive mistakes in Negotiation
horizon thinkng
27. 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
integrative negotiation
multiphase negotiations
setting limits
brainwriting
28. 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)
inductive reasoning
non-verbal attending
irritators
convergent thinking
29. Listening actively and empathetically to whatever the other party says
communication in negotiaion
active listening
reservation price
deductive reasoning
30. Clients are treated like partners
tunnel vision
false conflict or illusory conflict
individual collectivism
partnership model
31. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
barrier to agreement
walk away alternative
convergent thinking
ZOPA
32. Someone who believs one must adopt a tough hard stance to negotiate
illusion of transparecy
base rates
old fashioned negotiator
multiparty negotiations
33. What can i do if i walk away without agreement? which is best
walk away alternative
contingency contracts
affective route
common bond groups
34. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
reservation price
inert knowledge problem
reflections
individual collectivism
35. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
common bond groups
partnership model
key components in Negotiation
active listening activities
36. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
options
reflections
setting limits
some options by redefining the problems (alternative solutions)
37. Based on rational and deliberate thoughts
cognitive route
errors that prevent agreement
inductive reasoning
GRIP goals
38. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
defend/attack spirals
commitment
options
tunnel vision
39. Goals and interests related to: Gain - relationship - identity - process
verbal minimal encouragers
GRIP goals
individual collectivism
Particularism
40. How much utility we derive depends on who is providing it
base rates
Particularism
gamblers fallacy
social striving
41. Expand the amount of available resources
inductive reasoning
active listening activities
integrative negotiation
seller status framing
42. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
illusory correlation
sequence planning
integrative negotiation
active listening
43. Members who are attracted to particular members
inert knowledge problem
active listening activities
relationship issues
common bond groups
44. Proceed towards one answer
reservation price
contingency contracts
enlightened negotiator
convergent thinking
45. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
individual collectivism
verbal minimal encouragers
base rates
identification based trust
46. If we reach agreement - we commit to some option
premature consessions
commitment
enlightened negotiator
pivotal power
47. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
inductive reasoning
most common cognitive mistakes in Negotiation
argument dilution
illusory correlation
48. The total of the gains earned by each party in the negotiation
errors that prevent agreement
joint gain
reflections
impossibilty theorem
49. Form of hypothesis testing - or trial and error
inductive reasoning
exploration of options
reciprocity principle
pivotal power
50. 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.
old fashioned negotiator
relationship issues
divergent thinking
sequence planning