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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. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
unbundling
integrative negotiation
options
flower child negotiator
2. Unable to acces knowledge when we need it
some guild lines in evaluating options and reaching a consensus
inert knowledge problem
an interest in negotiation
setting limits
3. How much utility we derive depends on who is providing it
illusion of transparecy
Particularism
sunk cost framing
ways to generate options to a problem
4. Zone Of Possible Aggreements defined by range between parties' reservation prices
ZOPA
partnership model
common bond groups
functional fixedness
5. The strenght of positive relations within a team
exploration of options
functional fixedness
communication in negotiaion
cohension
6. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
inductive reasoning
social striving
non-verbal attending
setting limits
7. Goals and interests related to: Gain - relationship - identity - process
GRIP goals
issue mix
problem solving model
inductive reasoning
8. Brainstorming - electronic brainstorming - surveys
reciprocity principle
illusion of transparecy
argument dilution
ways to generate options to a problem
9. Basic human motive concerning preservation of the self versus collective
deductive reasoning
common bond groups
individual collectivism
distributive negotiations
10. Tendency for people in group negotiations to underestimate the number of feasible options
illusory correlation
tunnel vision
commitment
social striving
11. Out of the box thinking
relevant polarity framing
legitimacy
non-verbal attending
divergent thinking
12. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
communication in negotiaion
deductive reasoning
relationship issues
false conflict or illusory conflict
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
reflections
GRIP goals
inert knowledge problem
circular logrolli
14. The frequency with which some event or pattern occurs in the general population
social loafing
verbal minimal encouragers
base rates
premature consessions
15. The union of both parties issue sets
endowment effect
issue mix
communication in negotiaion
circular logrolli
16. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
distributive negotiations
impossibilty theorem
logrolling
seller status framing
17. 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.
barrier to agreement
argument dilution
reciprocity principle
partnership model
18. Making projections about future outcomes
active listening
integrative negotiation
relationship issues
horizon thinkng
19. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
sequence vs. issue planning
defend/attack spirals
an interest in negotiation
active listening activities
20. '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
irritators
social loafing
nonspecific compensation
relevant polarity framing
21. Form of hypothesis testing - or trial and error
inductive reasoning
flower child negotiator
dispositional attribution
active listening activities
22. External standards or precedents that might convince one or both parties that a proposed agreement is fair
old fashioned negotiator
nonspecific compensation
barrier to agreement
legitimacy
23. The tendency to treat chance events as though they have a built in evening out mechanism
cognitive route
things to look for when identifying and define the problem
gamblers fallacy
flower child negotiator
24. Clients are treated like partners
inductive reasoning
partnership model
barrier to agreement
key steps in integrative negotiation
25. Someone who is too concerned with win-win negotiations they forget to claim resources
cognitive route
flower child negotiator
reservation price
integrative negotiation
26. Members who are attracted to particular members
unbundling
illusory correlation
pivotal power
common bond groups
27. Expand the amount of available resources
unbundling
integrative negotiation
cohension
sequence vs. issue planning
28. 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
seller status framing
relevant polarity framing
false conflict or illusory conflict
some guild lines in evaluating options and reaching a consensus
29. 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)
things to look for when identifying and define the problem
key components in Negotiation
non-verbal attending
problem solving model
30. The process of drawing logical conclusions
egalitarianism hierarchy
deductive reasoning
knowledge based trust
distributive negotiations
31. Making concessions on issues before they are even requested
non-verbal attending
key components in Negotiation
cognitive route
premature consessions
32. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
some options by redefining the problems (alternative solutions)
cognitive route
argument dilution
key steps in integrative negotiation
33. 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
exploration of options
egalitarianism hierarchy
multiparty negotiations
sequence planning
34. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
dispositional attribution
social striving
exploration of options
sequence vs. issue planning
35. Your Best Alternative To a Negotiated Agreement
things to look for when identifying and define the problem
BATNA
some options by redefining the problems (alternative solutions)
aspect ratio framing
36. Someone who believs one must adopt a tough hard stance to negotiate
flower child negotiator
legitimacy
old fashioned negotiator
premature consessions
37. 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
inert knowledge problem
Particularism
inductive reasoning
38. 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
verbal minimal encouragers
premature consessions
seller status framing
Particularism
39. Listening actively and empathetically to whatever the other party says
verbal minimal encouragers
tunnel vision
communication in negotiaion
key components in Negotiation
40. The ability to change a losing coalition into winning coalition
verbal minimal encouragers
impossibilty theorem
multiparty negotiations
pivotal power
41. The worst agreement you're willing to accept ('walk-away')
ZOPA
inductive reasoning
reservation price
errors that prevent agreement
42. Proceed towards one answer
convergent thinking
affective route
options
illusion of transparecy
43. What you say you want - your solution
integrative negotiation
cohension
walk away alternative
a position in negotiation
44. reliability - mutual acceptance - emotions
most common cognitive mistakes in Negotiation
relationship issues
BATNA
issue mix
45. Division of large - all encompassing issues into smaller more manageable ones
defend/attack spirals
integrative negotiation
unbundling
walk away alternative
46. The total of the gains earned by each party in the negotiation
tunnel vision
legitimacy
flower child negotiator
joint gain
47. The derivation of group preference from individual preference is indeterminate
impossibilty theorem
egalitarianism hierarchy
pivotal power
affective route
48. One that calls into question anothers character
dispositional attribution
multiphase negotiations
GRIP goals
inert knowledge problem
49. See invalid correlations between events
barrier to agreement
illusory correlation
functional fixedness
active listening activities
50. If we reach agreement - we commit to some option
horizon thinkng
commitment
defend/attack spirals
unbundling