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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. The tendency to treat chance events as though they have a built in evening out mechanism
social loafing
convergent thinking
equal concession negotiaitor
gamblers fallacy
2. Implemented over time in different phases - each phase has own promises and dealings - early phases: become familiar with other's Negotiation Style - Build Trust - Monitor Other party to ensure follow through - Walk away from Disconcerting negotiati
knowledge based trust
legitimacy
things to look for when identifying and define the problem
multiphase negotiations
3. Listening actively and empathetically to whatever the other party says
flower child negotiator
communication in negotiaion
endowment effect
gamblers fallacy
4. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
options
GRIP goals
errors that prevent agreement
sequence vs. issue planning
5. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
things to look for when identifying and define the problem
active listening
sequence planning
gamblers fallacy
6. Basic human motive concerning preservation of the self versus collective
sunk cost framing
irritators
individual collectivism
integrative negotiation
7. Goals and interests related to: Gain - relationship - identity - process
old fashioned negotiator
GRIP goals
some options by redefining the problems (alternative solutions)
issue mix
8. Zone Of Possible Aggreements defined by range between parties' reservation prices
ways to generate options to a problem
unbundling
ZOPA
some options by redefining the problems (alternative solutions)
9. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
enlightened negotiator
active listening activities
setting limits
seller status framing
10. What can i do if i walk away without agreement? which is best
walk away alternative
multiphase negotiations
ZOPA
base rates
11. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
problem solving model
knowledge based trust
multiphase negotiations
deductive reasoning
12. What you really care about - wants needs etc
tunnel vision
gamblers fallacy
reciprocity principle
an interest in negotiation
13. 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
social loafing
convergent thinking
some options by redefining the problems (alternative solutions)
individual collectivism
14. 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
deterrence based trust
common bond groups
BATNA
aspect ratio framing
15. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
legitimacy
premature consessions
setting limits
divergent thinking
16. Brainstorming - electronic brainstorming - surveys
problem solving model
functional fixedness
inductive reasoning
ways to generate options to a problem
17. Out of the box thinking
BATNA
divergent thinking
options
knowledge based trust
18. BATNA - Reservation Price - ZOPA - Value Creation through Trades
key components in Negotiation
BATNA
some options by redefining the problems (alternative solutions)
errors that prevent agreement
19. Making projections about future outcomes
common identity groups
identification based trust
horizon thinkng
communication in negotiaion
20. Grounded in complete empathy with another persons desires and intentions
relationship issues
illusion of transparecy
BATNA
identification based trust
21. 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
enlightened negotiator
circular logrolli
walk away alternative
illusory correlation
22. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
barrier to agreement
defend/attack spirals
relationship issues
nonspecific compensation
23. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
irritators
active listening activities
integrative negotiation
affective route
24. Working harder in a group
exploration of options
social striving
sunk cost framing
most common cognitive mistakes in Negotiation
25. The frequency with which some event or pattern occurs in the general population
horizon thinkng
base rates
key steps in integrative negotiation
inductive reasoning
26. 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
premature consessions
walk away alternative
enlightened negotiator
distributive negotiations
27. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
multiphase negotiations
premature consessions
options
contingency contracts
28. Someone who is too concerned with win-win negotiations they forget to claim resources
flower child negotiator
multiphase negotiations
relationship issues
reciprocity principle
29. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
errors that prevent agreement
enlightened negotiator
relationship issues
walk away alternative
30. 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
social loafing
BATNA
communication in negotiaion
31. If we reach agreement - we commit to some option
commitment
integrative negotiation
Particularism
walk away alternative
32. The process of drawing logical conclusions
multiparty negotiations
seller status framing
false conflict or illusory conflict
deductive reasoning
33. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
defend/attack spirals
ZOPA
problem solving model
circular logrolli
34. Someone who believs one must adopt a tough hard stance to negotiate
deterrence based trust
old fashioned negotiator
inductive reasoning
non-verbal attending
35. 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
old fashioned negotiator
some guild lines in evaluating options and reaching a consensus
errors that prevent agreement
dispositional attribution
36. One that calls into question anothers character
some guild lines in evaluating options and reaching a consensus
relevant polarity framing
dispositional attribution
affective route
37. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
tunnel vision
nonspecific compensation
walk away alternative
non-verbal attending
38. 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
multiphase negotiations
cohension
key steps in integrative negotiation
39. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
knowledge based trust
cohension
barrier to agreement
defend/attack spirals
40. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
exploration of options
options
equal concession negotiaitor
perseverance effect
41. The total of the gains earned by each party in the negotiation
identification based trust
cognitive route
tunnel vision
joint gain
42. reliability - mutual acceptance - emotions
integrative negotiation
relationship issues
barrier to agreement
Particularism
43. The worst agreement you're willing to accept ('walk-away')
partnership model
key components in Negotiation
reservation price
legitimacy
44. Expand the amount of available resources
active listening activities
inductive reasoning
integrative negotiation
legitimacy
45. The union of both parties issue sets
issue mix
ZOPA
convergent thinking
non-verbal attending
46. External standards or precedents that might convince one or both parties that a proposed agreement is fair
partnership model
sunk cost framing
brainwriting
legitimacy
47. Based on rational and deliberate thoughts
reservation price
cognitive route
brainwriting
false conflict or illusory conflict
48. See invalid correlations between events
barrier to agreement
illusory correlation
ways to generate options to a problem
reservation price
49. 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
impossibilty theorem
circular logrolli
functional fixedness
50. 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
circular logrolli
integrative negotiation
flower child negotiator
multiparty negotiations