SUBJECTS
|
BROWSE
|
CAREER CENTER
|
POPULAR
|
JOIN
|
LOGIN
Business Skills
|
Soft Skills
|
Basic Literacy
|
Certifications
About
|
Help
|
Privacy
|
Terms
Search
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. What you really care about - wants needs etc
GRIP goals
an interest in negotiation
commitment
walk away alternative
2. Working harder in a group
defend/attack spirals
common identity groups
BATNA
social striving
3. Listening actively and empathetically to whatever the other party says
communication in negotiaion
argument dilution
joint gain
premature consessions
4. The ability to change a losing coalition into winning coalition
dispositional attribution
endowment effect
inert knowledge problem
pivotal power
5. Negotiators thinking they are revealing more information that they actually are
cohension
illusion of transparecy
GRIP goals
aspect ratio framing
6. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
nonspecific compensation
flower child negotiator
an interest in negotiation
common identity groups
7. See invalid correlations between events
key steps in integrative negotiation
defend/attack spirals
options
illusory correlation
8. 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
premature consessions
egalitarianism hierarchy
sequence vs. issue planning
multiphase negotiations
9. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
commitment
endowment effect
individual collectivism
verbal minimal encouragers
10. Form of hypothesis testing - or trial and error
legitimacy
inductive reasoning
individual collectivism
illusory correlation
11. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
legitimacy
reflections
identification based trust
sunk cost framing
12. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
verbal minimal encouragers
ZOPA
individual collectivism
joint gain
13. Means by which people influence others
inert knowledge problem
egalitarianism hierarchy
unbundling
errors that prevent agreement
14. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
active listening
sequence vs. issue planning
a position in negotiation
inductive reasoning
15. Division of large - all encompassing issues into smaller more manageable ones
common identity groups
unbundling
deterrence based trust
circular logrolli
16. 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)
deductive reasoning
reciprocity principle
non-verbal attending
communication in negotiaion
17. One that calls into question anothers character
circular logrolli
premature consessions
sunk cost framing
dispositional attribution
18. 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
multiparty negotiations
argument dilution
verbal minimal encouragers
19. reliability - mutual acceptance - emotions
defend/attack spirals
relationship issues
things to look for when identifying and define the problem
affective route
20. 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!)
communication in negotiaion
an interest in negotiation
equal concession negotiaitor
most common cognitive mistakes in Negotiation
21. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
deterrence based trust
exploration of options
inductive reasoning
endowment effect
22. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
equal concession negotiaitor
active listening
Particularism
contingency contracts
23. The union of both parties issue sets
things to look for when identifying and define the problem
issue mix
brainwriting
reciprocity principle
24. Based on consistency of behvior
issue mix
logrolling
exploration of options
deterrence based trust
25. We feel obligated to return in kind what others have offered or given us
cohension
reciprocity principle
non-verbal attending
individual collectivism
26. 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
premature consessions
most common cognitive mistakes in Negotiation
endowment effect
27. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
issue mix
contingency contracts
setting limits
common identity groups
28. Clients are treated like partners
key steps in integrative negotiation
legitimacy
perseverance effect
partnership model
29. Grounded in complete empathy with another persons desires and intentions
base rates
horizon thinkng
contingency contracts
identification based trust
30. BATNA - Reservation Price - ZOPA - Value Creation through Trades
active listening
key components in Negotiation
legitimacy
inductive reasoning
31. Your Best Alternative To a Negotiated Agreement
circular logrolli
BATNA
common identity groups
tunnel vision
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
cohension
impossibilty theorem
enlightened negotiator
33. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
logrolling
perseverance effect
errors that prevent agreement
GRIP goals
34. Based on rational and deliberate thoughts
common identity groups
flower child negotiator
cognitive route
false conflict or illusory conflict
35. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
functional fixedness
relevant polarity framing
reciprocity principle
options
36. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
sunk cost framing
defend/attack spirals
irritators
illusion of transparecy
37. Zone Of Possible Aggreements defined by range between parties' reservation prices
equal concession negotiaitor
ZOPA
deterrence based trust
ways to generate options to a problem
38. Unable to acces knowledge when we need it
inert knowledge problem
multiphase negotiations
individual collectivism
non-verbal attending
39. Expand the amount of available resources
sequence planning
integrative negotiation
gamblers fallacy
identification based trust
40. 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
a position in negotiation
endowment effect
dispositional attribution
41. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
partnership model
gamblers fallacy
deterrence based trust
false conflict or illusory conflict
42. 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
ways to generate options to a problem
aspect ratio framing
old fashioned negotiator
enlightened negotiator
43. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
common bond groups
inductive reasoning
key steps in integrative negotiation
things to look for when identifying and define the problem
44. Based on intuition and emotion
relationship issues
affective route
exploration of options
brainwriting
45. Proceed towards one answer
defend/attack spirals
inert knowledge problem
convergent thinking
contingency contracts
46. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
illusion of transparecy
barrier to agreement
circular logrolli
endowment effect
47. Goals and interests related to: Gain - relationship - identity - process
GRIP goals
brainwriting
logrolling
cognitive route
48. Someone who is too concerned with win-win negotiations they forget to claim resources
key components in Negotiation
flower child negotiator
commitment
inductive reasoning
49. External standards or precedents that might convince one or both parties that a proposed agreement is fair
reservation price
legitimacy
inert knowledge problem
problem solving model
50. When a problem solver bases a strategy on familiar methods
endowment effect
functional fixedness
issue mix
perseverance effect