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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. Form of hypothesis testing - or trial and error
inductive reasoning
non-verbal attending
flower child negotiator
social loafing
2. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
active listening
logrolling
Particularism
knowledge based trust
3. Goals and interests related to: Gain - relationship - identity - process
functional fixedness
ZOPA
distributive negotiations
GRIP goals
4. 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
aspect ratio framing
gamblers fallacy
things to look for when identifying and define the problem
verbal minimal encouragers
5. Working less hard in a group
contingency contracts
illusory correlation
social loafing
divergent thinking
6. The total of the gains earned by each party in the negotiation
joint gain
partnership model
multiphase negotiations
egalitarianism hierarchy
7. The derivation of group preference from individual preference is indeterminate
illusion of transparecy
impossibilty theorem
Particularism
flower child negotiator
8. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
deductive reasoning
GRIP goals
issue mix
reflections
9. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
social striving
non-verbal attending
endowment effect
integrative negotiation
10. Your Best Alternative To a Negotiated Agreement
BATNA
common identity groups
inductive reasoning
integrative negotiation
11. Being overly affected by form of a presentation of information in negotiation (pay attention to both content and context. even though framing is important - be more aware of the content!)
reservation price
some guild lines in evaluating options and reaching a consensus
unbundling
most common cognitive mistakes in Negotiation
12. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
illusory correlation
aspect ratio framing
errors that prevent agreement
nonspecific compensation
13. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
relevant polarity framing
tunnel vision
problem solving model
false conflict or illusory conflict
14. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
integrative negotiation
sequence vs. issue planning
seller status framing
reflections
15. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
key steps in integrative negotiation
social striving
endowment effect
inductive reasoning
16. Making projections about future outcomes
ways to generate options to a problem
horizon thinkng
commitment
walk away alternative
17. Members who are attracted to particular members
things to look for when identifying and define the problem
contingency contracts
errors that prevent agreement
common bond groups
18. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
some options by redefining the problems (alternative solutions)
barrier to agreement
relationship issues
enlightened negotiator
19. Someone who believs one must adopt a tough hard stance to negotiate
old fashioned negotiator
defend/attack spirals
joint gain
distributive negotiations
20. The frequency with which some event or pattern occurs in the general population
base rates
irritators
errors that prevent agreement
seller status framing
21. What you say you want - your solution
reservation price
a position in negotiation
Particularism
circular logrolli
22. Negotiators thinking they are revealing more information that they actually are
illusion of transparecy
key components in Negotiation
walk away alternative
distributive negotiations
23. The process of drawing logical conclusions
deductive reasoning
egalitarianism hierarchy
partnership model
functional fixedness
24. 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
ways to generate options to a problem
BATNA
verbal minimal encouragers
25. Based on rational and deliberate thoughts
cognitive route
communication in negotiaion
inert knowledge problem
perseverance effect
26. If we reach agreement - we commit to some option
defend/attack spirals
dispositional attribution
commitment
legitimacy
27. Means by which people influence others
egalitarianism hierarchy
pivotal power
ZOPA
unbundling
28. 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
seller status framing
ways to generate options to a problem
key steps in integrative negotiation
errors that prevent agreement
29. Working harder in a group
social striving
divergent thinking
multiphase negotiations
verbal minimal encouragers
30. Grounded in complete empathy with another persons desires and intentions
premature consessions
ways to generate options to a problem
legitimacy
identification based trust
31. Tendency for people in group negotiations to underestimate the number of feasible options
nonspecific compensation
premature consessions
inductive reasoning
tunnel vision
32. 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.
illusion of transparecy
aspect ratio framing
argument dilution
setting limits
33. 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
false conflict or illusory conflict
errors that prevent agreement
dispositional attribution
34. 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
circular logrolli
egalitarianism hierarchy
defend/attack spirals
35. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
deductive reasoning
contingency contracts
common identity groups
things to look for when identifying and define the problem
36. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
active listening activities
flower child negotiator
BATNA
cohension
37. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
active listening
argument dilution
an interest in negotiation
seller status framing
38. 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.
integrative negotiation
seller status framing
identification based trust
sunk cost framing
39. '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
sequence vs. issue planning
defend/attack spirals
barrier to agreement
relevant polarity framing
40. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
irritators
BATNA
illusion of transparecy
communication in negotiaion
41. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
deductive reasoning
contingency contracts
walk away alternative
false conflict or illusory conflict
42. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
logrolling
functional fixedness
social loafing
individual collectivism
43. Out of the box thinking
active listening activities
argument dilution
exploration of options
divergent thinking
44. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
cognitive route
impossibilty theorem
cohension
verbal minimal encouragers
45. Expand the amount of available resources
barrier to agreement
integrative negotiation
sunk cost framing
convergent thinking
46. What can i do if i walk away without agreement? which is best
walk away alternative
non-verbal attending
individual collectivism
relationship issues
47. 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
defend/attack spirals
distributive negotiations
partnership model
key components in Negotiation
48. We feel obligated to return in kind what others have offered or given us
reciprocity principle
nonspecific compensation
relationship issues
some guild lines in evaluating options and reaching a consensus
49. Based on intuition and emotion
social loafing
affective route
a position in negotiation
pivotal power
50. When a problem solver bases a strategy on familiar methods
social striving
circular logrolli
functional fixedness
social loafing