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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. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
options
most common cognitive mistakes in Negotiation
brainwriting
impossibilty theorem
2. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
exploration of options
inductive reasoning
reciprocity principle
sequence planning
3. Grounded in complete empathy with another persons desires and intentions
base rates
relationship issues
identification based trust
BATNA
4. Based on intuition and emotion
most common cognitive mistakes in Negotiation
some options by redefining the problems (alternative solutions)
affective route
integrative negotiation
5. Making concessions on issues before they are even requested
premature consessions
walk away alternative
verbal minimal encouragers
enlightened negotiator
6. Working less hard in a group
reflections
legitimacy
social loafing
multiphase negotiations
7. Members who are attracted to the group
equal concession negotiaitor
non-verbal attending
irritators
common identity groups
8. External standards or precedents that might convince one or both parties that a proposed agreement is fair
false conflict or illusory conflict
legitimacy
exploration of options
divergent thinking
9. 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.
some options by redefining the problems (alternative solutions)
sequence planning
multiparty negotiations
verbal minimal encouragers
10. Based on rational and deliberate thoughts
nonspecific compensation
premature consessions
options
cognitive route
11. BATNA - Reservation Price - ZOPA - Value Creation through Trades
inert knowledge problem
identification based trust
key components in Negotiation
cohension
12. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
equal concession negotiaitor
old fashioned negotiator
some guild lines in evaluating options and reaching a consensus
walk away alternative
13. Zone Of Possible Aggreements defined by range between parties' reservation prices
errors that prevent agreement
ZOPA
pivotal power
egalitarianism hierarchy
14. 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
some options by redefining the problems (alternative solutions)
deterrence based trust
things to look for when identifying and define the problem
verbal minimal encouragers
15. Basic human motive concerning preservation of the self versus collective
distributive negotiations
legitimacy
individual collectivism
integrative negotiation
16. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
ways to generate options to a problem
reciprocity principle
a position in negotiation
contingency contracts
17. What can i do if i walk away without agreement? which is best
walk away alternative
integrative negotiation
legitimacy
aspect ratio framing
18. Listening actively and empathetically to whatever the other party says
communication in negotiaion
commitment
sequence planning
knowledge based trust
19. We feel obligated to return in kind what others have offered or given us
communication in negotiaion
brainwriting
sunk cost framing
reciprocity principle
20. Out of the box thinking
issue mix
sequence planning
divergent thinking
key steps in integrative negotiation
21. 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.
exploration of options
reservation price
enlightened negotiator
sunk cost framing
22. Believing something is true even after it has been proven not
BATNA
individual collectivism
non-verbal attending
perseverance effect
23. 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
a position in negotiation
base rates
some guild lines in evaluating options and reaching a consensus
24. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
some options by redefining the problems (alternative solutions)
key components in Negotiation
inductive reasoning
ZOPA
25. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
dispositional attribution
illusion of transparecy
key steps in integrative negotiation
functional fixedness
26. What you really care about - wants needs etc
common identity groups
an interest in negotiation
impossibilty theorem
irritators
27. The strenght of positive relations within a team
inductive reasoning
cohension
multiparty negotiations
barrier to agreement
28. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
illusory correlation
commitment
nonspecific compensation
enlightened negotiator
29. See invalid correlations between events
illusory correlation
relevant polarity framing
pivotal power
aspect ratio framing
30. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
active listening
defend/attack spirals
aspect ratio framing
knowledge based trust
31. 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)
integrative negotiation
most common cognitive mistakes in Negotiation
communication in negotiaion
non-verbal attending
32. Means by which people influence others
setting limits
sequence vs. issue planning
reflections
egalitarianism hierarchy
33. 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
exploration of options
convergent thinking
integrative negotiation
individual collectivism
34. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
active listening activities
aspect ratio framing
multiparty negotiations
relationship issues
35. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
social loafing
most common cognitive mistakes in Negotiation
a position in negotiation
irritators
36. The worst agreement you're willing to accept ('walk-away')
reservation price
cohension
things to look for when identifying and define the problem
equal concession negotiaitor
37. Someone who believs one must adopt a tough hard stance to negotiate
sequence planning
convergent thinking
old fashioned negotiator
a position in negotiation
38. The derivation of group preference from individual preference is indeterminate
barrier to agreement
key components in Negotiation
common bond groups
impossibilty theorem
39. Expand the amount of available resources
convergent thinking
exploration of options
integrative negotiation
gamblers fallacy
40. Working harder in a group
gamblers fallacy
contingency contracts
social striving
options
41. What you say you want - your solution
some options by redefining the problems (alternative solutions)
impossibilty theorem
key steps in integrative negotiation
a position in negotiation
42. How much utility we derive depends on who is providing it
pivotal power
a position in negotiation
Particularism
deductive reasoning
43. 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
reciprocity principle
active listening activities
seller status framing
exploration of options
44. Unable to acces knowledge when we need it
relevant polarity framing
inert knowledge problem
some guild lines in evaluating options and reaching a consensus
sunk cost framing
45. Form of hypothesis testing - or trial and error
BATNA
legitimacy
impossibilty theorem
inductive reasoning
46. Based on consistency of behvior
cognitive route
ZOPA
base rates
deterrence based trust
47. 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
contingency contracts
active listening
argument dilution
48. The tendency to treat chance events as though they have a built in evening out mechanism
premature consessions
individual collectivism
ZOPA
gamblers fallacy
49. reliability - mutual acceptance - emotions
some guild lines in evaluating options and reaching a consensus
BATNA
relationship issues
cognitive route
50. The process of drawing logical conclusions
aspect ratio framing
common identity groups
deductive reasoning
irritators