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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. Listening actively and empathetically to whatever the other party says
ZOPA
brainwriting
base rates
communication in negotiaion
2. Zone Of Possible Aggreements defined by range between parties' reservation prices
ways to generate options to a problem
communication in negotiaion
ZOPA
social loafing
3. 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
distributive negotiations
legitimacy
BATNA
4. Making projections about future outcomes
integrative negotiation
ways to generate options to a problem
horizon thinkng
argument dilution
5. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
non-verbal attending
reservation price
logrolling
sequence vs. issue planning
6. Members who are attracted to the group
issue mix
commitment
common identity groups
verbal minimal encouragers
7. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
seller status framing
most common cognitive mistakes in Negotiation
irritators
legitimacy
8. 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
flower child negotiator
some guild lines in evaluating options and reaching a consensus
barrier to agreement
9. We feel obligated to return in kind what others have offered or given us
problem solving model
communication in negotiaion
nonspecific compensation
reciprocity principle
10. The ability to change a losing coalition into winning coalition
tunnel vision
contingency contracts
pivotal power
argument dilution
11. Working harder in a group
key components in Negotiation
ways to generate options to a problem
non-verbal attending
social striving
12. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
horizon thinkng
sequence planning
equal concession negotiaitor
sunk cost framing
13. Members who are attracted to particular members
dispositional attribution
common bond groups
pivotal power
exploration of options
14. 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
multiparty negotiations
options
distributive negotiations
deductive reasoning
15. The strenght of positive relations within a team
tunnel vision
horizon thinkng
options
cohension
16. What can i do if i walk away without agreement? which is best
key steps in integrative negotiation
multiphase negotiations
walk away alternative
options
17. Negotiators thinking they are revealing more information that they actually are
illusion of transparecy
social loafing
key components in Negotiation
communication in negotiaion
18. Based on consistency of behvior
deterrence based trust
egalitarianism hierarchy
GRIP goals
circular logrolli
19. The frequency with which some event or pattern occurs in the general population
perseverance effect
base rates
seller status framing
knowledge based trust
20. Expand the amount of available resources
affective route
tunnel vision
integrative negotiation
common bond groups
21. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
equal concession negotiaitor
sequence vs. issue planning
active listening
brainwriting
22. Tendency for people in group negotiations to underestimate the number of feasible options
irritators
seller status framing
reflections
tunnel vision
23. 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
gamblers fallacy
GRIP goals
tunnel vision
seller status framing
24. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
enlightened negotiator
cohension
convergent thinking
multiparty negotiations
25. '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
relevant polarity framing
walk away alternative
key components in Negotiation
perseverance effect
26. 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
flower child negotiator
communication in negotiaion
deterrence based trust
27. External standards or precedents that might convince one or both parties that a proposed agreement is fair
integrative negotiation
walk away alternative
some guild lines in evaluating options and reaching a consensus
legitimacy
28. 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
aspect ratio framing
problem solving model
inert knowledge problem
some guild lines in evaluating options and reaching a consensus
29. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
common identity groups
false conflict or illusory conflict
defend/attack spirals
base rates
30. reliability - mutual acceptance - emotions
multiphase negotiations
relevant polarity framing
an interest in negotiation
relationship issues
31. Clients are treated like partners
social loafing
partnership model
identification based trust
GRIP goals
32. 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
circular logrolli
irritators
integrative negotiation
individual collectivism
33. Means by which people influence others
relevant polarity framing
base rates
commitment
egalitarianism hierarchy
34. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
logrolling
multiphase negotiations
verbal minimal encouragers
individual collectivism
35. When a problem solver bases a strategy on familiar methods
inductive reasoning
functional fixedness
BATNA
joint gain
36. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
logrolling
contingency contracts
impossibilty theorem
relationship issues
37. What you say you want - your solution
defend/attack spirals
a position in negotiation
old fashioned negotiator
relevant polarity framing
38. 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.
argument dilution
nonspecific compensation
relevant polarity framing
commitment
39. Basic human motive concerning preservation of the self versus collective
individual collectivism
endowment effect
sequence planning
a position in negotiation
40. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
reciprocity principle
illusion of transparecy
integrative negotiation
reflections
41. Unable to acces knowledge when we need it
setting limits
endowment effect
inert knowledge problem
convergent thinking
42. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
inductive reasoning
GRIP goals
communication in negotiaion
issue mix
43. One that calls into question anothers character
circular logrolli
unbundling
dispositional attribution
gamblers fallacy
44. 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
Particularism
distributive negotiations
base rates
individual collectivism
45. See invalid correlations between events
some options by redefining the problems (alternative solutions)
tunnel vision
defend/attack spirals
illusory correlation
46. Someone who is too concerned with win-win negotiations they forget to claim resources
multiparty negotiations
irritators
partnership model
flower child negotiator
47. 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
distributive negotiations
ways to generate options to a problem
an interest in negotiation
48. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
identification based trust
verbal minimal encouragers
social striving
argument dilution
49. 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
joint gain
impossibilty theorem
seller status framing
50. Brainstorming - electronic brainstorming - surveys
cognitive route
illusory correlation
Particularism
ways to generate options to a problem