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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. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
active listening
horizon thinkng
nonspecific compensation
social striving
2. 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
key steps in integrative negotiation
perseverance effect
gamblers fallacy
3. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
non-verbal attending
reciprocity principle
contingency contracts
things to look for when identifying and define the problem
4. When a problem solver bases a strategy on familiar methods
active listening
social loafing
inductive reasoning
functional fixedness
5. Members who are attracted to the group
dispositional attribution
ways to generate options to a problem
cohension
common identity groups
6. Members who are attracted to particular members
ways to generate options to a problem
common bond groups
setting limits
Particularism
7. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
enlightened negotiator
multiparty negotiations
endowment effect
false conflict or illusory conflict
8. 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
verbal minimal encouragers
seller status framing
illusion of transparecy
some options by redefining the problems (alternative solutions)
9. We feel obligated to return in kind what others have offered or given us
reciprocity principle
sunk cost framing
cohension
relationship issues
10. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
nonspecific compensation
social striving
most common cognitive mistakes in Negotiation
contingency contracts
11. Believing something is true even after it has been proven not
perseverance effect
gamblers fallacy
relevant polarity framing
common identity groups
12. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
functional fixedness
sequence vs. issue planning
reflections
exploration of options
13. The derivation of group preference from individual preference is indeterminate
nonspecific compensation
setting limits
impossibilty theorem
circular logrolli
14. External standards or precedents that might convince one or both parties that a proposed agreement is fair
legitimacy
deterrence based trust
social striving
an interest in negotiation
15. The strenght of positive relations within a team
cohension
active listening
divergent thinking
common identity groups
16. Basic human motive concerning preservation of the self versus collective
aspect ratio framing
flower child negotiator
individual collectivism
tunnel vision
17. 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.
old fashioned negotiator
sequence planning
equal concession negotiaitor
commitment
18. The ability to change a losing coalition into winning coalition
pivotal power
defend/attack spirals
egalitarianism hierarchy
impossibilty theorem
19. Expand the amount of available resources
integrative negotiation
flower child negotiator
inert knowledge problem
unbundling
20. Based on consistency of behvior
most common cognitive mistakes in Negotiation
things to look for when identifying and define the problem
relationship issues
deterrence based trust
21. Tendency for people in group negotiations to underestimate the number of feasible options
tunnel vision
deterrence based trust
identification based trust
common identity groups
22. Means by which people influence others
reciprocity principle
barrier to agreement
divergent thinking
egalitarianism hierarchy
23. Proceed towards one answer
joint gain
illusory correlation
convergent thinking
argument dilution
24. Brainstorming - electronic brainstorming - surveys
distributive negotiations
ways to generate options to a problem
barrier to agreement
integrative negotiation
25. 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
identification based trust
some guild lines in evaluating options and reaching a consensus
common bond groups
flower child negotiator
26. 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
integrative negotiation
aspect ratio framing
an interest in negotiation
egalitarianism hierarchy
27. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
active listening activities
logrolling
identification based trust
convergent thinking
28. Working harder in a group
deductive reasoning
BATNA
social striving
egalitarianism hierarchy
29. Working less hard in a group
unbundling
joint gain
social loafing
circular logrolli
30. Negotiators thinking they are revealing more information that they actually are
illusion of transparecy
seller status framing
identification based trust
barrier to agreement
31. Someone who is too concerned with win-win negotiations they forget to claim resources
unbundling
flower child negotiator
tunnel vision
walk away alternative
32. The tendency to treat chance events as though they have a built in evening out mechanism
verbal minimal encouragers
gamblers fallacy
sequence vs. issue planning
horizon thinkng
33. The total of the gains earned by each party in the negotiation
active listening
endowment effect
inductive reasoning
joint gain
34. Clients are treated like partners
partnership model
unbundling
defend/attack spirals
reflections
35. BATNA - Reservation Price - ZOPA - Value Creation through Trades
sequence planning
key components in Negotiation
pivotal power
joint gain
36. Goals and interests related to: Gain - relationship - identity - process
some options by redefining the problems (alternative solutions)
GRIP goals
problem solving model
divergent thinking
37. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
defend/attack spirals
relationship issues
multiphase negotiations
irritators
38. 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
distributive negotiations
inductive reasoning
sequence vs. issue planning
dispositional attribution
39. reliability - mutual acceptance - emotions
some options by redefining the problems (alternative solutions)
reservation price
relationship issues
ways to generate options to a problem
40. 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)
GRIP goals
an interest in negotiation
active listening
non-verbal attending
41. See invalid correlations between events
equal concession negotiaitor
communication in negotiaion
illusory correlation
options
42. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
relevant polarity framing
cognitive route
active listening activities
flower child negotiator
43. 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
divergent thinking
an interest in negotiation
commitment
44. Out of the box thinking
social loafing
logrolling
divergent thinking
social striving
45. Your Best Alternative To a Negotiated Agreement
sequence vs. issue planning
a position in negotiation
cognitive route
BATNA
46. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
key steps in integrative negotiation
problem solving model
active listening
inductive reasoning
47. Based on intuition and emotion
affective route
multiphase negotiations
pivotal power
identification based trust
48. '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
setting limits
relevant polarity framing
gamblers fallacy
active listening
49. Someone who believs one must adopt a tough hard stance to negotiate
old fashioned negotiator
egalitarianism hierarchy
tunnel vision
gamblers fallacy
50. 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
ways to generate options to a problem
exploration of options
base rates