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. Working harder in a group
social striving
functional fixedness
an interest in negotiation
issue mix
2. Based on intuition and emotion
identification based trust
affective route
circular logrolli
impossibilty theorem
3. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
false conflict or illusory conflict
non-verbal attending
individual collectivism
social loafing
4. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
some guild lines in evaluating options and reaching a consensus
problem solving model
communication in negotiaion
active listening
5. 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
multiparty negotiations
BATNA
flower child negotiator
distributive negotiations
6. The total of the gains earned by each party in the negotiation
gamblers fallacy
joint gain
endowment effect
key steps in integrative negotiation
7. Tendency for people in group negotiations to underestimate the number of feasible options
an interest in negotiation
tunnel vision
cohension
social striving
8. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
active listening
communication in negotiaion
brainwriting
exploration of options
9. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
reciprocity principle
equal concession negotiaitor
some guild lines in evaluating options and reaching a consensus
sunk cost framing
10. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
contingency contracts
non-verbal attending
things to look for when identifying and define the problem
logrolling
11. Goals and interests related to: Gain - relationship - identity - process
gamblers fallacy
contingency contracts
GRIP goals
key steps in integrative negotiation
12. 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
ways to generate options to a problem
some options by redefining the problems (alternative solutions)
issue mix
enlightened negotiator
13. Making projections about future outcomes
nonspecific compensation
multiparty negotiations
horizon thinkng
communication in negotiaion
14. 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
active listening activities
logrolling
divergent thinking
15. Out of the box thinking
options
divergent thinking
brainwriting
active listening activities
16. 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
GRIP goals
false conflict or illusory conflict
distributive negotiations
relationship issues
17. Negotiators thinking they are revealing more information that they actually are
sequence planning
multiphase negotiations
illusion of transparecy
premature consessions
18. 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.
perseverance effect
walk away alternative
argument dilution
an interest in negotiation
19. What can i do if i walk away without agreement? which is best
walk away alternative
illusion of transparecy
things to look for when identifying and define the problem
seller status framing
20. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
social loafing
communication in negotiaion
sequence planning
knowledge based trust
21. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
most common cognitive mistakes in Negotiation
perseverance effect
convergent thinking
endowment effect
22. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
sequence vs. issue planning
nonspecific compensation
deductive reasoning
false conflict or illusory conflict
23. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
unbundling
social striving
key steps in integrative negotiation
base rates
24. When a problem solver bases a strategy on familiar methods
endowment effect
defend/attack spirals
functional fixedness
integrative negotiation
25. Based on rational and deliberate thoughts
illusion of transparecy
cognitive route
flower child negotiator
options
26. 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
circular logrolli
cognitive route
horizon thinkng
premature consessions
27. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
impossibilty theorem
setting limits
brainwriting
cohension
28. How much utility we derive depends on who is providing it
distributive negotiations
some guild lines in evaluating options and reaching a consensus
logrolling
Particularism
29. Members who are attracted to the group
multiphase negotiations
common identity groups
cognitive route
logrolling
30. Listening actively and empathetically to whatever the other party says
reciprocity principle
sequence vs. issue planning
social loafing
communication in negotiaion
31. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
BATNA
errors that prevent agreement
social striving
identification based trust
32. Form of hypothesis testing - or trial and error
aspect ratio framing
sequence planning
inductive reasoning
premature consessions
33. Unable to acces knowledge when we need it
affective route
multiphase negotiations
Particularism
inert knowledge problem
34. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
convergent thinking
premature consessions
inert knowledge problem
inductive reasoning
35. What you say you want - your solution
a position in negotiation
equal concession negotiaitor
affective route
active listening
36. Brainstorming - electronic brainstorming - surveys
ways to generate options to a problem
circular logrolli
deterrence based trust
distributive negotiations
37. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
defend/attack spirals
ways to generate options to a problem
aspect ratio framing
contingency contracts
38. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
flower child negotiator
illusion of transparecy
active listening
communication in negotiaion
39. Based on consistency of behvior
inductive reasoning
relevant polarity framing
common identity groups
deterrence based trust
40. Zone Of Possible Aggreements defined by range between parties' reservation prices
ZOPA
irritators
perseverance effect
enlightened negotiator
41. '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
knowledge based trust
key steps in integrative negotiation
relevant polarity framing
perseverance effect
42. We feel obligated to return in kind what others have offered or given us
reciprocity principle
barrier to agreement
partnership model
commitment
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!)
walk away alternative
most common cognitive mistakes in Negotiation
equal concession negotiaitor
partnership model
44. Your Best Alternative To a Negotiated Agreement
problem solving model
key steps in integrative negotiation
seller status framing
BATNA
45. 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
multiphase negotiations
aspect ratio framing
nonspecific compensation
relevant polarity framing
46. Means by which people influence others
divergent thinking
egalitarianism hierarchy
communication in negotiaion
functional fixedness
47. Division of large - all encompassing issues into smaller more manageable ones
equal concession negotiaitor
walk away alternative
unbundling
defend/attack spirals
48. One that calls into question anothers character
most common cognitive mistakes in Negotiation
cognitive route
problem solving model
dispositional attribution
49. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
barrier to agreement
partnership model
illusion of transparecy
setting limits
50. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
reflections
enlightened negotiator
argument dilution
legitimacy