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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. Believing something is true even after it has been proven not
enlightened negotiator
perseverance effect
exploration of options
social striving
2. 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.
relationship issues
seller status framing
integrative negotiation
sequence planning
3. Goals and interests related to: Gain - relationship - identity - process
exploration of options
GRIP goals
distributive negotiations
errors that prevent agreement
4. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
deterrence based trust
nonspecific compensation
commitment
setting limits
5. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
false conflict or illusory conflict
multiparty negotiations
logrolling
sequence vs. issue planning
6. Unable to acces knowledge when we need it
functional fixedness
affective route
inert knowledge problem
tunnel vision
7. If we reach agreement - we commit to some option
inert knowledge problem
some guild lines in evaluating options and reaching a consensus
common identity groups
commitment
8. Negotiators thinking they are revealing more information that they actually are
verbal minimal encouragers
common bond groups
illusion of transparecy
cohension
9. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
joint gain
setting limits
individual collectivism
deductive reasoning
10. Means by which people influence others
deterrence based trust
identification based trust
egalitarianism hierarchy
relationship issues
11. 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)
multiphase negotiations
reciprocity principle
things to look for when identifying and define the problem
12. 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
key steps in integrative negotiation
perseverance effect
aspect ratio framing
integrative negotiation
13. 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
partnership model
inert knowledge problem
logrolling
circular logrolli
14. Working less hard in a group
social loafing
perseverance effect
impossibilty theorem
verbal minimal encouragers
15. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
joint gain
irritators
deductive reasoning
gamblers fallacy
16. Division of large - all encompassing issues into smaller more manageable ones
defend/attack spirals
active listening activities
unbundling
flower child negotiator
17. Making concessions on issues before they are even requested
active listening activities
distributive negotiations
premature consessions
functional fixedness
18. When a problem solver bases a strategy on familiar methods
base rates
verbal minimal encouragers
functional fixedness
some options by redefining the problems (alternative solutions)
19. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
errors that prevent agreement
exploration of options
ways to generate options to a problem
defend/attack spirals
20. The worst agreement you're willing to accept ('walk-away')
brainwriting
reservation price
gamblers fallacy
seller status framing
21. What can i do if i walk away without agreement? which is best
walk away alternative
defend/attack spirals
cognitive route
sequence planning
22. The derivation of group preference from individual preference is indeterminate
sunk cost framing
impossibilty theorem
ZOPA
perseverance effect
23. Out of the box thinking
non-verbal attending
multiparty negotiations
errors that prevent agreement
divergent thinking
24. Someone who believs one must adopt a tough hard stance to negotiate
irritators
nonspecific compensation
equal concession negotiaitor
old fashioned negotiator
25. BATNA - Reservation Price - ZOPA - Value Creation through Trades
circular logrolli
key components in Negotiation
relevant polarity framing
inert knowledge problem
26. '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
common bond groups
logrolling
27. 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)
false conflict or illusory conflict
non-verbal attending
egalitarianism hierarchy
inductive reasoning
28. Based on rational and deliberate thoughts
joint gain
inductive reasoning
cohension
cognitive route
29. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
deterrence based trust
identification based trust
endowment effect
reflections
30. 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
gamblers fallacy
key components in Negotiation
egalitarianism hierarchy
distributive negotiations
31. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
nonspecific compensation
gamblers fallacy
barrier to agreement
social loafing
32. External standards or precedents that might convince one or both parties that a proposed agreement is fair
legitimacy
sequence planning
errors that prevent agreement
issue mix
33. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
things to look for when identifying and define the problem
deductive reasoning
logrolling
active listening activities
34. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
old fashioned negotiator
enlightened negotiator
key components in Negotiation
illusion of transparecy
35. Members who are attracted to the group
walk away alternative
pivotal power
defend/attack spirals
common identity groups
36. Form of hypothesis testing - or trial and error
affective route
inductive reasoning
aspect ratio framing
things to look for when identifying and define the problem
37. 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
things to look for when identifying and define the problem
social striving
inductive reasoning
common identity groups
38. What you really care about - wants needs etc
convergent thinking
deductive reasoning
an interest in negotiation
key steps in integrative negotiation
39. Basic human motive concerning preservation of the self versus collective
cohension
sequence vs. issue planning
multiphase negotiations
individual collectivism
40. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
joint gain
contingency contracts
horizon thinkng
affective route
41. The total of the gains earned by each party in the negotiation
problem solving model
joint gain
relevant polarity framing
a position in negotiation
42. Grounded in complete empathy with another persons desires and intentions
premature consessions
deductive reasoning
identification based trust
integrative negotiation
43. Expand the amount of available resources
premature consessions
integrative negotiation
individual collectivism
communication in negotiaion
44. Members who are attracted to particular members
ways to generate options to a problem
common bond groups
individual collectivism
premature consessions
45. The tendency to treat chance events as though they have a built in evening out mechanism
key steps in integrative negotiation
gamblers fallacy
illusory correlation
key components in Negotiation
46. Zone Of Possible Aggreements defined by range between parties' reservation prices
ZOPA
reciprocity principle
setting limits
illusion of transparecy
47. The union of both parties issue sets
inductive reasoning
some options by redefining the problems (alternative solutions)
issue mix
brainwriting
48. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
flower child negotiator
active listening
gamblers fallacy
most common cognitive mistakes in Negotiation
49. Clients are treated like partners
verbal minimal encouragers
most common cognitive mistakes in Negotiation
sequence planning
partnership model
50. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
verbal minimal encouragers
egalitarianism hierarchy
dispositional attribution
impossibilty theorem