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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. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
reservation price
integrative negotiation
errors that prevent agreement
setting limits
2. Form of hypothesis testing - or trial and error
old fashioned negotiator
inductive reasoning
sequence planning
reservation price
3. The union of both parties issue sets
false conflict or illusory conflict
pivotal power
reflections
issue mix
4. 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
sequence vs. issue planning
key steps in integrative negotiation
multiparty negotiations
illusory correlation
5. The frequency with which some event or pattern occurs in the general population
cohension
old fashioned negotiator
base rates
key components in Negotiation
6. The tendency to treat chance events as though they have a built in evening out mechanism
integrative negotiation
aspect ratio framing
flower child negotiator
gamblers fallacy
7. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
partnership model
deterrence based trust
active listening activities
a position in negotiation
8. The process of drawing logical conclusions
defend/attack spirals
errors that prevent agreement
deductive reasoning
common bond groups
9. What you say you want - your solution
common identity groups
non-verbal attending
reciprocity principle
a position in negotiation
10. Believing something is true even after it has been proven not
ZOPA
dispositional attribution
perseverance effect
irritators
11. reliability - mutual acceptance - emotions
issue mix
relationship issues
integrative negotiation
divergent thinking
12. Based on consistency of behvior
old fashioned negotiator
social loafing
affective route
deterrence based trust
13. When a problem solver bases a strategy on familiar methods
logrolling
gamblers fallacy
pivotal power
functional fixedness
14. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
most common cognitive mistakes in Negotiation
setting limits
premature consessions
reservation price
15. 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
active listening
convergent thinking
cognitive route
some guild lines in evaluating options and reaching a consensus
16. 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
active listening activities
affective route
circular logrolli
common bond groups
17. Expand the amount of available resources
integrative negotiation
social striving
distributive negotiations
common bond groups
18. 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
multiphase negotiations
multiparty negotiations
individual collectivism
reciprocity principle
19. Someone who is too concerned with win-win negotiations they forget to claim resources
flower child negotiator
sequence planning
errors that prevent agreement
sunk cost framing
20. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
equal concession negotiaitor
communication in negotiaion
inductive reasoning
relevant polarity framing
21. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
barrier to agreement
exploration of options
false conflict or illusory conflict
perseverance effect
22. Someone who believs one must adopt a tough hard stance to negotiate
defend/attack spirals
ZOPA
old fashioned negotiator
nonspecific compensation
23. Proceed towards one answer
dispositional attribution
ways to generate options to a problem
unbundling
convergent thinking
24. Working less hard in a group
logrolling
social loafing
false conflict or illusory conflict
options
25. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
unbundling
deductive reasoning
brainwriting
some guild lines in evaluating options and reaching a consensus
26. How much utility we derive depends on who is providing it
Particularism
ZOPA
defend/attack spirals
enlightened negotiator
27. Your Best Alternative To a Negotiated Agreement
ways to generate options to a problem
knowledge based trust
BATNA
horizon thinkng
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
inert knowledge problem
sunk cost framing
distributive negotiations
ZOPA
29. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
most common cognitive mistakes in Negotiation
deterrence based trust
integrative negotiation
equal concession negotiaitor
30. Members who are attracted to particular members
distributive negotiations
contingency contracts
illusory correlation
common bond groups
31. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
sequence planning
key components in Negotiation
exploration of options
argument dilution
32. Negotiators thinking they are revealing more information that they actually are
impossibilty theorem
enlightened negotiator
illusion of transparecy
things to look for when identifying and define the problem
33. 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
key steps in integrative negotiation
errors that prevent agreement
joint gain
34. What you really care about - wants needs etc
commitment
an interest in negotiation
social striving
impossibilty theorem
35. 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.
affective route
egalitarianism hierarchy
argument dilution
convergent thinking
36. One that calls into question anothers character
knowledge based trust
exploration of options
inert knowledge problem
dispositional attribution
37. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
active listening
perseverance effect
ZOPA
dispositional attribution
38. Grounded in complete empathy with another persons desires and intentions
GRIP goals
active listening activities
identification based trust
commitment
39. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
logrolling
joint gain
issue mix
common identity groups
40. The worst agreement you're willing to accept ('walk-away')
inert knowledge problem
an interest in negotiation
illusory correlation
reservation price
41. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
verbal minimal encouragers
gamblers fallacy
impossibilty theorem
equal concession negotiaitor
42. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
endowment effect
sunk cost framing
integrative negotiation
argument dilution
43. The derivation of group preference from individual preference is indeterminate
inductive reasoning
identification based trust
horizon thinkng
impossibilty theorem
44. See invalid correlations between events
dispositional attribution
non-verbal attending
illusory correlation
key components in Negotiation
45. Unable to acces knowledge when we need it
active listening activities
argument dilution
inert knowledge problem
exploration of options
46. Working harder in a group
setting limits
horizon thinkng
integrative negotiation
social striving
47. 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.
sunk cost framing
contingency contracts
most common cognitive mistakes in Negotiation
identification based trust
48. Clients are treated like partners
equal concession negotiaitor
partnership model
identification based trust
defend/attack spirals
49. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
walk away alternative
premature consessions
irritators
inert knowledge problem
50. 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
common bond groups
argument dilution
aspect ratio framing
cognitive route