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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. Goals and interests related to: Gain - relationship - identity - process
social loafing
things to look for when identifying and define the problem
Particularism
GRIP goals
2. Working less hard in a group
social loafing
egalitarianism hierarchy
ways to generate options to a problem
unbundling
3. 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
argument dilution
joint gain
sunk cost framing
4. Division of large - all encompassing issues into smaller more manageable ones
integrative negotiation
unbundling
tunnel vision
sequence planning
5. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
common identity groups
verbal minimal encouragers
key steps in integrative negotiation
communication in negotiaion
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.
some options by redefining the problems (alternative solutions)
key steps in integrative negotiation
legitimacy
sunk cost framing
7. 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
common identity groups
verbal minimal encouragers
errors that prevent agreement
some guild lines in evaluating options and reaching a consensus
8. Negotiators thinking they are revealing more information that they actually are
illusion of transparecy
tunnel vision
perseverance effect
affective route
9. External standards or precedents that might convince one or both parties that a proposed agreement is fair
illusion of transparecy
identification based trust
contingency contracts
legitimacy
10. Based on intuition and emotion
affective route
inductive reasoning
most common cognitive mistakes in Negotiation
circular logrolli
11. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
false conflict or illusory conflict
illusion of transparecy
equal concession negotiaitor
ways to generate options to a problem
12. Form of hypothesis testing - or trial and error
inductive reasoning
a position in negotiation
issue mix
Particularism
13. How much utility we derive depends on who is providing it
circular logrolli
Particularism
knowledge based trust
contingency contracts
14. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
affective route
some guild lines in evaluating options and reaching a consensus
false conflict or illusory conflict
impossibilty theorem
15. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
horizon thinkng
logrolling
options
BATNA
16. The strenght of positive relations within a team
barrier to agreement
common bond groups
some options by redefining the problems (alternative solutions)
cohension
17. Making concessions on issues before they are even requested
GRIP goals
individual collectivism
problem solving model
premature consessions
18. Making projections about future outcomes
brainwriting
pivotal power
common identity groups
horizon thinkng
19. Members who are attracted to particular members
common bond groups
some guild lines in evaluating options and reaching a consensus
key steps in integrative negotiation
sequence vs. issue planning
20. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
unbundling
argument dilution
nonspecific compensation
defend/attack spirals
21. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
tunnel vision
knowledge based trust
options
endowment effect
22. Based on rational and deliberate thoughts
inert knowledge problem
illusion of transparecy
argument dilution
cognitive route
23. The derivation of group preference from individual preference is indeterminate
social loafing
impossibilty theorem
unbundling
verbal minimal encouragers
24. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
integrative negotiation
illusory correlation
barrier to agreement
an interest in negotiation
25. Someone who is too concerned with win-win negotiations they forget to claim resources
GRIP goals
flower child negotiator
deductive reasoning
partnership model
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
enlightened negotiator
argument dilution
horizon thinkng
aspect ratio framing
27. '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
relationship issues
relevant polarity framing
issue mix
illusory correlation
28. Members who are attracted to the group
sequence vs. issue planning
individual collectivism
horizon thinkng
common identity groups
29. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
endowment effect
flower child negotiator
setting limits
seller status framing
30. Expand the amount of available resources
integrative negotiation
multiphase negotiations
affective route
sequence planning
31. 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!)
Particularism
most common cognitive mistakes in Negotiation
equal concession negotiaitor
functional fixedness
32. We feel obligated to return in kind what others have offered or given us
social striving
active listening
affective route
reciprocity principle
33. The frequency with which some event or pattern occurs in the general population
equal concession negotiaitor
base rates
sunk cost framing
non-verbal attending
34. Grounded in complete empathy with another persons desires and intentions
identification based trust
deductive reasoning
active listening activities
relationship issues
35. The tendency to treat chance events as though they have a built in evening out mechanism
flower child negotiator
some options by redefining the problems (alternative solutions)
distributive negotiations
gamblers fallacy
36. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
contingency contracts
multiparty negotiations
deterrence based trust
premature consessions
37. 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
individual collectivism
integrative negotiation
brainwriting
verbal minimal encouragers
38. 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
ZOPA
Particularism
cognitive route
seller status framing
39. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
enlightened negotiator
irritators
barrier to agreement
dispositional attribution
40. Out of the box thinking
social loafing
Particularism
partnership model
divergent thinking
41. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
Particularism
premature consessions
reflections
relationship issues
42. Your Best Alternative To a Negotiated Agreement
setting limits
equal concession negotiaitor
inductive reasoning
BATNA
43. 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)
key steps in integrative negotiation
false conflict or illusory conflict
non-verbal attending
communication in negotiaion
44. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
contingency contracts
impossibilty theorem
communication in negotiaion
active listening activities
45. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
illusion of transparecy
relevant polarity framing
sequence vs. issue planning
deterrence based trust
46. The worst agreement you're willing to accept ('walk-away')
reservation price
commitment
non-verbal attending
some guild lines in evaluating options and reaching a consensus
47. What you really care about - wants needs etc
an interest in negotiation
divergent thinking
cognitive route
inert knowledge problem
48. The union of both parties issue sets
issue mix
verbal minimal encouragers
seller status framing
errors that prevent agreement
49. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
active listening
issue mix
joint gain
inductive reasoning
50. BATNA - Reservation Price - ZOPA - Value Creation through Trades
nonspecific compensation
key components in Negotiation
enlightened negotiator
deductive reasoning