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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. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
defend/attack spirals
exploration of options
an interest in negotiation
problem solving model
2. Tendency for people in group negotiations to underestimate the number of feasible options
barrier to agreement
tunnel vision
logrolling
issue mix
3. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
premature consessions
functional fixedness
brainwriting
false conflict or illusory conflict
4. Form of hypothesis testing - or trial and error
sequence vs. issue planning
inductive reasoning
defend/attack spirals
a position in negotiation
5. The process of drawing logical conclusions
errors that prevent agreement
walk away alternative
deductive reasoning
multiphase negotiations
6. The ability to change a losing coalition into winning coalition
gamblers fallacy
reservation price
premature consessions
pivotal power
7. Members who are attracted to particular members
integrative negotiation
reflections
problem solving model
common bond groups
8. One that calls into question anothers character
an interest in negotiation
equal concession negotiaitor
irritators
dispositional attribution
9. 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
verbal minimal encouragers
sunk cost framing
aspect ratio framing
base rates
10. 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)
multiphase negotiations
ways to generate options to a problem
non-verbal attending
sunk cost framing
11. Making projections about future outcomes
horizon thinkng
reflections
errors that prevent agreement
sequence vs. issue planning
12. The union of both parties issue sets
reciprocity principle
issue mix
identification based trust
knowledge based trust
13. 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
non-verbal attending
distributive negotiations
perseverance effect
logrolling
14. '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
exploration of options
relevant polarity framing
integrative negotiation
illusion of transparecy
15. The derivation of group preference from individual preference is indeterminate
impossibilty theorem
individual collectivism
integrative negotiation
cohension
16. Negotiators thinking they are revealing more information that they actually are
impossibilty theorem
illusion of transparecy
defend/attack spirals
relationship issues
17. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
joint gain
social loafing
knowledge based trust
nonspecific compensation
18. What you say you want - your solution
active listening
a position in negotiation
cohension
cognitive route
19. 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.
legitimacy
sunk cost framing
active listening activities
identification based trust
20. Based on intuition and emotion
verbal minimal encouragers
relationship issues
affective route
ways to generate options to a problem
21. Based on consistency of behvior
enlightened negotiator
contingency contracts
argument dilution
deterrence based trust
22. 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.
irritators
argument dilution
non-verbal attending
walk away alternative
23. 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
BATNA
an interest in negotiation
common identity groups
24. The tendency to treat chance events as though they have a built in evening out mechanism
functional fixedness
errors that prevent agreement
distributive negotiations
gamblers fallacy
25. 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
unbundling
options
seller status framing
false conflict or illusory conflict
26. Zone Of Possible Aggreements defined by range between parties' reservation prices
nonspecific compensation
ZOPA
inductive reasoning
defend/attack spirals
27. Your Best Alternative To a Negotiated Agreement
BATNA
affective route
inductive reasoning
premature consessions
28. Grounded in complete empathy with another persons desires and intentions
relationship issues
defend/attack spirals
verbal minimal encouragers
identification based trust
29. 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
affective route
circular logrolli
joint gain
barrier to agreement
30. How much utility we derive depends on who is providing it
verbal minimal encouragers
Particularism
BATNA
an interest in negotiation
31. Making concessions on issues before they are even requested
gamblers fallacy
options
endowment effect
premature consessions
32. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
functional fixedness
active listening
unbundling
cognitive route
33. Out of the box thinking
divergent thinking
aspect ratio framing
an interest in negotiation
identification based trust
34. Listening actively and empathetically to whatever the other party says
partnership model
ways to generate options to a problem
communication in negotiaion
active listening
35. Based on rational and deliberate thoughts
cognitive route
distributive negotiations
common identity groups
irritators
36. See invalid correlations between events
illusory correlation
problem solving model
most common cognitive mistakes in Negotiation
endowment effect
37. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
perseverance effect
barrier to agreement
verbal minimal encouragers
circular logrolli
38. The worst agreement you're willing to accept ('walk-away')
walk away alternative
reservation price
issue mix
non-verbal attending
39. 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
common identity groups
knowledge based trust
exploration of options
40. 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
flower child negotiator
partnership model
multiphase negotiations
most common cognitive mistakes in Negotiation
41. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
irritators
exploration of options
illusion of transparecy
sequence planning
42. Clients are treated like partners
partnership model
argument dilution
unbundling
divergent thinking
43. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
cognitive route
reflections
individual collectivism
endowment effect
44. Members who are attracted to the group
common identity groups
premature consessions
a position in negotiation
distributive negotiations
45. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
inductive reasoning
logrolling
multiparty negotiations
social loafing
46. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
premature consessions
options
equal concession negotiaitor
social striving
47. The total of the gains earned by each party in the negotiation
sunk cost framing
joint gain
circular logrolli
Particularism
48. reliability - mutual acceptance - emotions
relationship issues
knowledge based trust
problem solving model
setting limits
49. When a problem solver bases a strategy on familiar methods
partnership model
functional fixedness
endowment effect
identification based trust
50. 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
reflections
joint gain
key steps in integrative negotiation