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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
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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. 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
argument dilution
walk away alternative
integrative negotiation
multiphase negotiations
2. Someone who is too concerned with win-win negotiations they forget to claim resources
cognitive route
exploration of options
flower child negotiator
errors that prevent agreement
3. Making concessions on issues before they are even requested
commitment
premature consessions
key components in Negotiation
pivotal power
4. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
ways to generate options to a problem
social striving
active listening
enlightened negotiator
5. 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
relationship issues
divergent thinking
base rates
6. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
cognitive route
aspect ratio framing
unbundling
verbal minimal encouragers
7. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
non-verbal attending
relationship issues
old fashioned negotiator
active listening activities
8. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
brainwriting
defend/attack spirals
seller status framing
logrolling
9. What can i do if i walk away without agreement? which is best
walk away alternative
deductive reasoning
logrolling
pivotal power
10. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
seller status framing
false conflict or illusory conflict
tunnel vision
circular logrolli
11. 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
verbal minimal encouragers
equal concession negotiaitor
circular logrolli
irritators
12. Working harder in a group
social striving
argument dilution
errors that prevent agreement
defend/attack spirals
13. The derivation of group preference from individual preference is indeterminate
inductive reasoning
equal concession negotiaitor
multiparty negotiations
impossibilty theorem
14. Someone who believs one must adopt a tough hard stance to negotiate
logrolling
old fashioned negotiator
barrier to agreement
horizon thinkng
15. 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
an interest in negotiation
seller status framing
ways to generate options to a problem
relationship issues
16. What you really care about - wants needs etc
an interest in negotiation
setting limits
inductive reasoning
options
17. The ability to change a losing coalition into winning coalition
an interest in negotiation
individual collectivism
cognitive route
pivotal power
18. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
inductive reasoning
irritators
ZOPA
partnership model
19. Out of the box thinking
divergent thinking
Particularism
common identity groups
joint gain
20. The union of both parties issue sets
issue mix
multiparty negotiations
convergent thinking
an interest in negotiation
21. Grounded in complete empathy with another persons desires and intentions
multiphase negotiations
inductive reasoning
irritators
identification based trust
22. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
sunk cost framing
legitimacy
knowledge based trust
individual collectivism
23. Unable to acces knowledge when we need it
gamblers fallacy
barrier to agreement
impossibilty theorem
inert knowledge problem
24. Working less hard in a group
nonspecific compensation
illusion of transparecy
premature consessions
social loafing
25. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
options
circular logrolli
defend/attack spirals
integrative negotiation
26. 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
convergent thinking
things to look for when identifying and define the problem
brainwriting
legitimacy
27. 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
reservation price
seller status framing
false conflict or illusory conflict
28. reliability - mutual acceptance - emotions
argument dilution
most common cognitive mistakes in Negotiation
old fashioned negotiator
relationship issues
29. Clients are treated like partners
defend/attack spirals
issue mix
partnership model
functional fixedness
30. How much utility we derive depends on who is providing it
illusory correlation
divergent thinking
defend/attack spirals
Particularism
31. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
problem solving model
unbundling
multiparty negotiations
social striving
32. See invalid correlations between events
illusory correlation
BATNA
circular logrolli
tunnel vision
33. The strenght of positive relations within a team
sequence planning
ZOPA
cohension
aspect ratio framing
34. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
joint gain
integrative negotiation
identification based trust
contingency contracts
35. 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
deductive reasoning
things to look for when identifying and define the problem
sequence vs. issue planning
36. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
legitimacy
pivotal power
enlightened negotiator
ZOPA
37. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
BATNA
false conflict or illusory conflict
an interest in negotiation
sequence vs. issue planning
38. Listening actively and empathetically to whatever the other party says
premature consessions
communication in negotiaion
exploration of options
ZOPA
39. We feel obligated to return in kind what others have offered or given us
reciprocity principle
sunk cost framing
old fashioned negotiator
irritators
40. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
illusion of transparecy
errors that prevent agreement
multiparty negotiations
unbundling
41. Expand the amount of available resources
multiphase negotiations
integrative negotiation
ZOPA
legitimacy
42. BATNA - Reservation Price - ZOPA - Value Creation through Trades
barrier to agreement
equal concession negotiaitor
dispositional attribution
key components in Negotiation
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
illusion of transparecy
irritators
multiparty negotiations
distributive negotiations
44. 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!)
inert knowledge problem
most common cognitive mistakes in Negotiation
ZOPA
irritators
45. Members who are attracted to the group
knowledge based trust
a position in negotiation
ways to generate options to a problem
common identity groups
46. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
sequence planning
exploration of options
pivotal power
cohension
47. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
endowment effect
active listening activities
pivotal power
reservation price
48. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
multiphase negotiations
a position in negotiation
reflections
equal concession negotiaitor
49. If we reach agreement - we commit to some option
commitment
inert knowledge problem
dispositional attribution
joint gain
50. Means by which people influence others
relationship issues
egalitarianism hierarchy
key components in Negotiation
contingency contracts
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