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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 strenght of positive relations within a team
cohension
integrative negotiation
egalitarianism hierarchy
deductive reasoning
2. Unable to acces knowledge when we need it
aspect ratio framing
illusion of transparecy
unbundling
inert knowledge problem
3. Brainstorming - electronic brainstorming - surveys
errors that prevent agreement
ways to generate options to a problem
common bond groups
legitimacy
4. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
cognitive route
GRIP goals
logrolling
inert knowledge problem
5. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
equal concession negotiaitor
cognitive route
convergent thinking
circular logrolli
6. The union of both parties issue sets
sequence vs. issue planning
issue mix
perseverance effect
functional fixedness
7. Your Best Alternative To a Negotiated Agreement
BATNA
perseverance effect
brainwriting
legitimacy
8. We feel obligated to return in kind what others have offered or given us
cohension
reservation price
reciprocity principle
relevant polarity framing
9. 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
argument dilution
horizon thinkng
tunnel vision
multiparty negotiations
10. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
brainwriting
impossibilty theorem
barrier to agreement
inductive reasoning
11. The tendency to treat chance events as though they have a built in evening out mechanism
gamblers fallacy
common bond groups
reflections
legitimacy
12. See invalid correlations between events
impossibilty theorem
key components in Negotiation
illusory correlation
irritators
13. What can i do if i walk away without agreement? which is best
contingency contracts
setting limits
partnership model
walk away alternative
14. 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.
some guild lines in evaluating options and reaching a consensus
inductive reasoning
illusory correlation
argument dilution
15. 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
old fashioned negotiator
non-verbal attending
multiparty negotiations
16. 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)
ZOPA
inductive reasoning
an interest in negotiation
17. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
nonspecific compensation
exploration of options
defend/attack spirals
most common cognitive mistakes in Negotiation
18. Tendency for people in group negotiations to underestimate the number of feasible options
multiphase negotiations
setting limits
tunnel vision
nonspecific compensation
19. 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
seller status framing
integrative negotiation
reservation price
20. Members who are attracted to particular members
affective route
reservation price
endowment effect
common bond groups
21. Working less hard in a group
social loafing
some guild lines in evaluating options and reaching a consensus
barrier to agreement
illusion of transparecy
22. The worst agreement you're willing to accept ('walk-away')
reservation price
inductive reasoning
brainwriting
sequence planning
23. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
defend/attack spirals
setting limits
ways to generate options to a problem
convergent thinking
24. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
social striving
enlightened negotiator
perseverance effect
nonspecific compensation
25. Working harder in a group
cognitive route
reflections
reservation price
social striving
26. 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
flower child negotiator
active listening
circular logrolli
pivotal power
27. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
partnership model
irritators
equal concession negotiaitor
an interest in negotiation
28. 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
affective route
contingency contracts
distributive negotiations
non-verbal attending
29. BATNA - Reservation Price - ZOPA - Value Creation through Trades
social striving
key components in Negotiation
barrier to agreement
perseverance effect
30. Proceed towards one answer
joint gain
cohension
convergent thinking
knowledge based trust
31. 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
tunnel vision
irritators
aspect ratio framing
partnership model
32. Believing something is true even after it has been proven not
non-verbal attending
sunk cost framing
an interest in negotiation
perseverance effect
33. 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
social striving
commitment
things to look for when identifying and define the problem
ways to generate options to a problem
34. Clients are treated like partners
a position in negotiation
integrative negotiation
unbundling
partnership model
35. The total of the gains earned by each party in the negotiation
active listening
joint gain
individual collectivism
key components in Negotiation
36. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
barrier to agreement
a position in negotiation
egalitarianism hierarchy
inductive reasoning
37. 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
walk away alternative
reflections
inductive reasoning
38. 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
seller status framing
integrative negotiation
logrolling
multiphase negotiations
39. 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.
sequence planning
key steps in integrative negotiation
perseverance effect
reflections
40. Goals and interests related to: Gain - relationship - identity - process
integrative negotiation
GRIP goals
barrier to agreement
most common cognitive mistakes in Negotiation
41. Based on consistency of behvior
deterrence based trust
contingency contracts
seller status framing
exploration of options
42. Division of large - all encompassing issues into smaller more manageable ones
unbundling
flower child negotiator
social loafing
integrative negotiation
43. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
horizon thinkng
argument dilution
brainwriting
inert knowledge problem
44. Someone who is too concerned with win-win negotiations they forget to claim resources
endowment effect
exploration of options
affective route
flower child negotiator
45. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
endowment effect
barrier to agreement
integrative negotiation
options
46. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
BATNA
problem solving model
illusion of transparecy
key steps in integrative negotiation
47. The process of drawing logical conclusions
impossibilty theorem
walk away alternative
integrative negotiation
deductive reasoning
48. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
ZOPA
key components in Negotiation
inductive reasoning
false conflict or illusory conflict
49. Form of hypothesis testing - or trial and error
sequence vs. issue planning
ways to generate options to a problem
errors that prevent agreement
inductive reasoning
50. The derivation of group preference from individual preference is indeterminate
impossibilty theorem
convergent thinking
multiphase negotiations
relevant polarity framing