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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. Based on rational and deliberate thoughts
illusion of transparecy
cognitive route
sequence vs. issue planning
social loafing
2. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
multiparty negotiations
social loafing
equal concession negotiaitor
common bond groups
3. Out of the box thinking
seller status framing
unbundling
divergent thinking
walk away alternative
4. Members who are attracted to the group
impossibilty theorem
verbal minimal encouragers
common identity groups
illusory correlation
5. When a problem solver bases a strategy on familiar methods
endowment effect
convergent thinking
functional fixedness
key components in Negotiation
6. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
perseverance effect
sequence vs. issue planning
defend/attack spirals
knowledge based trust
7. 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.
most common cognitive mistakes in Negotiation
sunk cost framing
knowledge based trust
argument dilution
8. Expand the amount of available resources
setting limits
perseverance effect
logrolling
integrative negotiation
9. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
inert knowledge problem
partnership model
nonspecific compensation
argument dilution
10. The strenght of positive relations within a team
multiphase negotiations
some options by redefining the problems (alternative solutions)
cohension
problem solving model
11. 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
reciprocity principle
things to look for when identifying and define the problem
communication in negotiaion
false conflict or illusory conflict
12. See invalid correlations between events
BATNA
active listening
illusory correlation
ways to generate options to a problem
13. What you say you want - your solution
impossibilty theorem
individual collectivism
knowledge based trust
a position in negotiation
14. 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
seller status framing
logrolling
perseverance effect
egalitarianism hierarchy
15. '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
sequence planning
walk away alternative
relevant polarity framing
knowledge based trust
16. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
verbal minimal encouragers
most common cognitive mistakes in Negotiation
affective route
convergent thinking
17. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
BATNA
convergent thinking
options
reflections
18. If we reach agreement - we commit to some option
commitment
inert knowledge problem
some options by redefining the problems (alternative solutions)
illusory correlation
19. Members who are attracted to particular members
common bond groups
logrolling
defend/attack spirals
seller status framing
20. 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 loafing
functional fixedness
active listening
21. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
inductive reasoning
errors that prevent agreement
sequence planning
reflections
22. 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
inductive reasoning
knowledge based trust
divergent thinking
23. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
horizon thinkng
sequence vs. issue planning
seller status framing
reservation price
24. Division of large - all encompassing issues into smaller more manageable ones
unbundling
Particularism
pivotal power
irritators
25. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
reservation price
logrolling
irritators
verbal minimal encouragers
26. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
barrier to agreement
defend/attack spirals
active listening
tunnel vision
27. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
common bond groups
barrier to agreement
multiphase negotiations
knowledge based trust
28. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
cohension
setting limits
endowment effect
contingency contracts
29. 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
knowledge based trust
perseverance effect
options
multiparty negotiations
30. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
cognitive route
reservation price
deductive reasoning
logrolling
31. Negotiators thinking they are revealing more information that they actually are
ZOPA
illusion of transparecy
common identity groups
convergent thinking
32. 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
errors that prevent agreement
false conflict or illusory conflict
impossibilty theorem
33. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
issue mix
brainwriting
reflections
Particularism
34. The frequency with which some event or pattern occurs in the general population
joint gain
base rates
common bond groups
defend/attack spirals
35. 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.
sequence planning
knowledge based trust
walk away alternative
deterrence based trust
36. Making projections about future outcomes
legitimacy
multiphase negotiations
most common cognitive mistakes in Negotiation
horizon thinkng
37. 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!)
knowledge based trust
affective route
aspect ratio framing
most common cognitive mistakes in Negotiation
38. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
errors that prevent agreement
most common cognitive mistakes in Negotiation
pivotal power
active listening activities
39. Zone Of Possible Aggreements defined by range between parties' reservation prices
aspect ratio framing
partnership model
ZOPA
horizon thinkng
40. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
distributive negotiations
dispositional attribution
active listening activities
communication in negotiaion
41. How much utility we derive depends on who is providing it
deductive reasoning
Particularism
ways to generate options to a problem
non-verbal attending
42. Making concessions on issues before they are even requested
options
premature consessions
flower child negotiator
reflections
43. External standards or precedents that might convince one or both parties that a proposed agreement is fair
social striving
legitimacy
unbundling
defend/attack spirals
44. 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)
convergent thinking
distributive negotiations
non-verbal attending
premature consessions
45. Tendency for people in group negotiations to underestimate the number of feasible options
partnership model
tunnel vision
relationship issues
setting limits
46. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
contingency contracts
egalitarianism hierarchy
brainwriting
exploration of options
47. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
enlightened negotiator
false conflict or illusory conflict
perseverance effect
horizon thinkng
48. Someone who is too concerned with win-win negotiations they forget to claim resources
convergent thinking
relationship issues
reciprocity principle
flower child negotiator
49. Unable to acces knowledge when we need it
inert knowledge problem
irritators
sunk cost framing
a position in negotiation
50. Based on consistency of behvior
gamblers fallacy
communication in negotiaion
deterrence based trust
impossibilty theorem