SUBJECTS
|
BROWSE
|
CAREER CENTER
|
POPULAR
|
JOIN
|
LOGIN
Business Skills
|
Soft Skills
|
Basic Literacy
|
Certifications
About
|
Help
|
Privacy
|
Terms
|
Email
Search
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. How much utility we derive depends on who is providing it
commitment
enlightened negotiator
reservation price
Particularism
2. The strenght of positive relations within a team
social loafing
communication in negotiaion
divergent thinking
cohension
3. The tendency to treat chance events as though they have a built in evening out mechanism
gamblers fallacy
egalitarianism hierarchy
commitment
things to look for when identifying and define the problem
4. Negotiators thinking they are revealing more information that they actually are
illusion of transparecy
some guild lines in evaluating options and reaching a consensus
some options by redefining the problems (alternative solutions)
Particularism
5. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
relevant polarity framing
active listening activities
errors that prevent agreement
options
6. Brainstorming - electronic brainstorming - surveys
ways to generate options to a problem
sunk cost framing
old fashioned negotiator
communication in negotiaion
7. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
problem solving model
affective route
brainwriting
barrier to agreement
8. Your Best Alternative To a Negotiated Agreement
inductive reasoning
multiphase negotiations
BATNA
ways to generate options to a problem
9. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
defend/attack spirals
false conflict or illusory conflict
tunnel vision
irritators
10. Zone Of Possible Aggreements defined by range between parties' reservation prices
irritators
ZOPA
options
partnership model
11. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
relevant polarity framing
non-verbal attending
knowledge based trust
circular logrolli
12. Division of large - all encompassing issues into smaller more manageable ones
dispositional attribution
unbundling
communication in negotiaion
argument dilution
13. 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.
identification based trust
egalitarianism hierarchy
sunk cost framing
divergent thinking
14. 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)
distributive negotiations
non-verbal attending
egalitarianism hierarchy
commitment
15. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
contingency contracts
distributive negotiations
exploration of options
equal concession negotiaitor
16. 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.
unbundling
argument dilution
impossibilty theorem
problem solving model
17. BATNA - Reservation Price - ZOPA - Value Creation through Trades
premature consessions
errors that prevent agreement
key components in Negotiation
tunnel vision
18. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
endowment effect
relevant polarity framing
seller status framing
equal concession negotiaitor
19. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
divergent thinking
individual collectivism
logrolling
distributive negotiations
20. One that calls into question anothers character
a position in negotiation
aspect ratio framing
dispositional attribution
non-verbal attending
21. Proceed towards one answer
convergent thinking
setting limits
multiphase negotiations
old fashioned negotiator
22. Clients are treated like partners
Particularism
partnership model
legitimacy
cohension
23. Making concessions on issues before they are even requested
integrative negotiation
barrier to agreement
premature consessions
convergent thinking
24. Based on rational and deliberate thoughts
cognitive route
illusory correlation
relationship issues
BATNA
25. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
false conflict or illusory conflict
dispositional attribution
integrative negotiation
legitimacy
26. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
brainwriting
problem solving model
pivotal power
false conflict or illusory conflict
27. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
tunnel vision
integrative negotiation
barrier to agreement
pivotal power
28. 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.
deductive reasoning
relationship issues
sequence planning
horizon thinkng
29. The ability to change a losing coalition into winning coalition
pivotal power
base rates
sequence vs. issue planning
enlightened negotiator
30. Out of the box thinking
flower child negotiator
most common cognitive mistakes in Negotiation
divergent thinking
communication in negotiaion
31. 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
enlightened negotiator
aspect ratio framing
relevant polarity framing
seller status framing
32. Expand the amount of available resources
affective route
integrative negotiation
ways to generate options to a problem
ZOPA
33. 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
issue mix
ZOPA
some options by redefining the problems (alternative solutions)
setting limits
34. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
old fashioned negotiator
setting limits
an interest in negotiation
equal concession negotiaitor
35. Someone who believs one must adopt a tough hard stance to negotiate
inductive reasoning
illusion of transparecy
distributive negotiations
old fashioned negotiator
36. 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
impossibilty theorem
affective route
integrative negotiation
endowment effect
37. See invalid correlations between events
illusory correlation
egalitarianism hierarchy
ZOPA
integrative negotiation
38. The worst agreement you're willing to accept ('walk-away')
walk away alternative
reservation price
issue mix
reciprocity principle
39. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
communication in negotiaion
seller status framing
verbal minimal encouragers
false conflict or illusory conflict
40. 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
some guild lines in evaluating options and reaching a consensus
seller status framing
BATNA
common identity groups
41. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
reflections
social loafing
errors that prevent agreement
an interest in negotiation
42. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
enlightened negotiator
problem solving model
horizon thinkng
irritators
43. Believing something is true even after it has been proven not
perseverance effect
cohension
multiphase negotiations
ways to generate options to a problem
44. Members who are attracted to the group
common identity groups
issue mix
unbundling
impossibilty theorem
45. Unable to acces knowledge when we need it
defend/attack spirals
inert knowledge problem
social striving
aspect ratio framing
46. What you say you want - your solution
setting limits
common bond groups
reciprocity principle
a position in negotiation
47. 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
communication in negotiaion
aspect ratio framing
a position in negotiation
partnership model
48. The derivation of group preference from individual preference is indeterminate
impossibilty theorem
exploration of options
key components in Negotiation
distributive negotiations
49. Means by which people influence others
brainwriting
sunk cost framing
nonspecific compensation
egalitarianism hierarchy
50. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
tunnel vision
endowment effect
partnership model
illusory correlation
Can you answer 50 questions in 15 minutes?
Let me suggest you:
Browse all subjects
Browse all tests
Most popular tests
Major Subjects
Tests & Exams
AP
CLEP
DSST
GRE
SAT
GMAT
Certifications
CISSP go to https://www.isc2.org/
PMP
ITIL
RHCE
MCTS
More...
IT Skills
Android Programming
Data Modeling
Objective C Programming
Basic Python Programming
Adobe Illustrator
More...
Business Skills
Advertising Techniques
Business Accounting Basics
Business Strategy
Human Resource Management
Marketing Basics
More...
Soft Skills
Body Language
People Skills
Public Speaking
Persuasion
Job Hunting And Resumes
More...
Vocabulary
GRE Vocab
SAT Vocab
TOEFL Essential Vocab
Basic English Words For All
Global Words You Should Know
Business English
More...
Languages
AP German Vocab
AP Latin Vocab
SAT Subject Test: French
Italian Survival
Norwegian Survival
More...
Engineering
Audio Engineering
Computer Science Engineering
Aerospace Engineering
Chemical Engineering
Structural Engineering
More...
Health Sciences
Basic Nursing Skills
Health Science Language Fundamentals
Veterinary Technology Medical Language
Cardiology
Clinical Surgery
More...
English
Grammar Fundamentals
Literary And Rhetorical Vocab
Elements Of Style Vocab
Introduction To English Major
Complete Advanced Sentences
Literature
Homonyms
More...
Math
Algebra Formulas
Basic Arithmetic: Measurements
Metric Conversions
Geometric Properties
Important Math Facts
Number Sense Vocab
Business Math
More...
Other Major Subjects
Science
Economics
History
Law
Performing-arts
Cooking
Logic & Reasoning
Trivia
Browse all subjects
Browse all tests
Most popular tests