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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. Members who are attracted to particular members
identification based trust
a position in negotiation
common bond groups
integrative negotiation
2. The frequency with which some event or pattern occurs in the general population
Particularism
integrative negotiation
sunk cost framing
base rates
3. Goals and interests related to: Gain - relationship - identity - process
GRIP goals
active listening activities
pivotal power
some guild lines in evaluating options and reaching a consensus
4. Basic human motive concerning preservation of the self versus collective
individual collectivism
contingency contracts
an interest in negotiation
reciprocity principle
5. See invalid correlations between events
horizon thinkng
illusory correlation
joint gain
BATNA
6. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
base rates
pivotal power
key steps in integrative negotiation
contingency contracts
7. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
logrolling
errors that prevent agreement
equal concession negotiaitor
options
8. Proceed towards one answer
convergent thinking
active listening activities
an interest in negotiation
cohension
9. 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.
barrier to agreement
cognitive route
argument dilution
ways to generate options to a problem
10. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
defend/attack spirals
barrier to agreement
deductive reasoning
relationship issues
11. Making projections about future outcomes
some guild lines in evaluating options and reaching a consensus
verbal minimal encouragers
horizon thinkng
a position in negotiation
12. The total of the gains earned by each party in the negotiation
problem solving model
joint gain
affective route
argument dilution
13. 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
unbundling
setting limits
illusion of transparecy
multiparty negotiations
14. Division of large - all encompassing issues into smaller more manageable ones
ways to generate options to a problem
unbundling
non-verbal attending
pivotal power
15. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
perseverance effect
equal concession negotiaitor
horizon thinkng
brainwriting
16. 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
errors that prevent agreement
Particularism
problem solving model
17. Making concessions on issues before they are even requested
premature consessions
irritators
gamblers fallacy
dispositional attribution
18. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
partnership model
commitment
multiparty negotiations
enlightened negotiator
19. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
ZOPA
options
things to look for when identifying and define the problem
walk away alternative
20. What you really care about - wants needs etc
an interest in negotiation
barrier to agreement
active listening
some guild lines in evaluating options and reaching a consensus
21. '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
relevant polarity framing
egalitarianism hierarchy
premature consessions
exploration of options
22. 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!)
most common cognitive mistakes in Negotiation
ways to generate options to a problem
problem solving model
exploration of options
23. The process of drawing logical conclusions
dispositional attribution
key steps in integrative negotiation
illusion of transparecy
deductive reasoning
24. Your Best Alternative To a Negotiated Agreement
BATNA
social striving
knowledge based trust
sequence vs. issue planning
25. 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
defend/attack spirals
aspect ratio framing
brainwriting
key steps in integrative negotiation
26. Zone Of Possible Aggreements defined by range between parties' reservation prices
social loafing
gamblers fallacy
integrative negotiation
ZOPA
27. Someone who believs one must adopt a tough hard stance to negotiate
horizon thinkng
relevant polarity framing
old fashioned negotiator
legitimacy
28. 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)
impossibilty theorem
social loafing
non-verbal attending
old fashioned negotiator
29. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
errors that prevent agreement
joint gain
argument dilution
issue mix
30. The derivation of group preference from individual preference is indeterminate
key components in Negotiation
most common cognitive mistakes in Negotiation
options
impossibilty theorem
31. When a problem solver bases a strategy on familiar methods
things to look for when identifying and define the problem
active listening activities
setting limits
functional fixedness
32. If we reach agreement - we commit to some option
problem solving model
knowledge based trust
communication in negotiaion
commitment
33. Means by which people influence others
functional fixedness
defend/attack spirals
integrative negotiation
egalitarianism hierarchy
34. 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.
key steps in integrative negotiation
gamblers fallacy
sunk cost framing
communication in negotiaion
35. reliability - mutual acceptance - emotions
setting limits
defend/attack spirals
relationship issues
illusory correlation
36. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
false conflict or illusory conflict
endowment effect
functional fixedness
partnership model
37. Brainstorming - electronic brainstorming - surveys
ways to generate options to a problem
pivotal power
common identity groups
multiphase negotiations
38. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
base rates
horizon thinkng
sequence vs. issue planning
key steps in integrative negotiation
39. Based on consistency of behvior
non-verbal attending
errors that prevent agreement
deterrence based trust
social striving
40. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
some options by redefining the problems (alternative solutions)
an interest in negotiation
options
irritators
41. What can i do if i walk away without agreement? which is best
deterrence based trust
walk away alternative
horizon thinkng
key components in Negotiation
42. 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
some options by redefining the problems (alternative solutions)
irritators
Particularism
pivotal power
43. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
nonspecific compensation
deductive reasoning
equal concession negotiaitor
setting limits
44. Listening actively and empathetically to whatever the other party says
integrative negotiation
dispositional attribution
communication in negotiaion
joint gain
45. BATNA - Reservation Price - ZOPA - Value Creation through Trades
key components in Negotiation
a position in negotiation
sunk cost framing
some options by redefining the problems (alternative solutions)
46. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
setting limits
social striving
base rates
relationship issues
47. How much utility we derive depends on who is providing it
multiphase negotiations
key steps in integrative negotiation
divergent thinking
Particularism
48. External standards or precedents that might convince one or both parties that a proposed agreement is fair
joint gain
most common cognitive mistakes in Negotiation
functional fixedness
legitimacy
49. Based on rational and deliberate thoughts
legitimacy
cognitive route
active listening activities
sequence vs. issue planning
50. Working less hard in a group
options
social loafing
inert knowledge problem
individual collectivism