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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. Zone Of Possible Aggreements defined by range between parties' reservation prices
ZOPA
reservation price
relationship issues
logrolling
2. Unable to acces knowledge when we need it
perseverance effect
illusion of transparecy
pivotal power
inert knowledge problem
3. 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.
logrolling
cognitive route
common bond groups
sequence planning
4. External standards or precedents that might convince one or both parties that a proposed agreement is fair
knowledge based trust
GRIP goals
cohension
legitimacy
5. 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.
perseverance effect
verbal minimal encouragers
sunk cost framing
sequence vs. issue planning
6. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
partnership model
exploration of options
horizon thinkng
deterrence based trust
7. Your Best Alternative To a Negotiated Agreement
commitment
affective route
BATNA
dispositional attribution
8. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
errors that prevent agreement
enlightened negotiator
individual collectivism
brainwriting
9. 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
multiparty negotiations
common identity groups
key components in Negotiation
most common cognitive mistakes in Negotiation
10. What you really care about - wants needs etc
equal concession negotiaitor
individual collectivism
an interest in negotiation
circular logrolli
11. reliability - mutual acceptance - emotions
reciprocity principle
multiparty negotiations
endowment effect
relationship issues
12. The frequency with which some event or pattern occurs in the general population
circular logrolli
base rates
exploration of options
egalitarianism hierarchy
13. How much utility we derive depends on who is providing it
reflections
Particularism
active listening
issue mix
14. One that calls into question anothers character
integrative negotiation
dispositional attribution
commitment
perseverance effect
15. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
equal concession negotiaitor
sequence vs. issue planning
enlightened negotiator
inductive reasoning
16. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
problem solving model
deductive reasoning
seller status framing
setting limits
17. The tendency to treat chance events as though they have a built in evening out mechanism
GRIP goals
identification based trust
base rates
gamblers fallacy
18. Clients are treated like partners
unbundling
affective route
partnership model
gamblers fallacy
19. See invalid correlations between events
illusory correlation
problem solving model
an interest in negotiation
issue mix
20. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
illusory correlation
active listening activities
deterrence based trust
exploration of options
21. 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
setting limits
reciprocity principle
relevant polarity framing
things to look for when identifying and define the problem
22. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
reflections
a position in negotiation
old fashioned negotiator
cognitive route
23. The total of the gains earned by each party in the negotiation
joint gain
endowment effect
knowledge based trust
options
24. Based on intuition and emotion
commitment
joint gain
issue mix
affective route
25. BATNA - Reservation Price - ZOPA - Value Creation through Trades
key components in Negotiation
active listening activities
egalitarianism hierarchy
sunk cost framing
26. 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
barrier to agreement
tunnel vision
commitment
27. The union of both parties issue sets
reflections
social striving
key steps in integrative negotiation
issue mix
28. When a problem solver bases a strategy on familiar methods
non-verbal attending
some guild lines in evaluating options and reaching a consensus
affective route
functional fixedness
29. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
key steps in integrative negotiation
key components in Negotiation
inductive reasoning
problem solving model
30. Expand the amount of available resources
deterrence based trust
cognitive route
integrative negotiation
reflections
31. 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
sequence vs. issue planning
some options by redefining the problems (alternative solutions)
integrative negotiation
premature consessions
32. Based on rational and deliberate thoughts
pivotal power
options
cognitive route
relevant polarity framing
33. Division of large - all encompassing issues into smaller more manageable ones
unbundling
base rates
pivotal power
common bond groups
34. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
endowment effect
multiparty negotiations
knowledge based trust
verbal minimal encouragers
35. 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
multiphase negotiations
enlightened negotiator
relevant polarity framing
distributive negotiations
36. Someone who is too concerned with win-win negotiations they forget to claim resources
active listening
aspect ratio framing
flower child negotiator
Particularism
37. Tendency for people in group negotiations to underestimate the number of feasible options
flower child negotiator
integrative negotiation
tunnel vision
impossibilty theorem
38. Based on consistency of behvior
deterrence based trust
options
cognitive route
divergent thinking
39. 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!)
common bond groups
divergent thinking
most common cognitive mistakes in Negotiation
cognitive route
40. Making concessions on issues before they are even requested
horizon thinkng
individual collectivism
BATNA
premature consessions
41. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
endowment effect
multiphase negotiations
functional fixedness
flower child negotiator
42. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
communication in negotiaion
convergent thinking
equal concession negotiaitor
verbal minimal encouragers
43. 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
Particularism
aspect ratio framing
key steps in integrative negotiation
brainwriting
44. 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.
commitment
argument dilution
equal concession negotiaitor
illusory correlation
45. Working less hard in a group
gamblers fallacy
circular logrolli
social loafing
things to look for when identifying and define the problem
46. Basic human motive concerning preservation of the self versus collective
illusory correlation
some guild lines in evaluating options and reaching a consensus
individual collectivism
brainwriting
47. Grounded in complete empathy with another persons desires and intentions
an interest in negotiation
seller status framing
identification based trust
errors that prevent agreement
48. Out of the box thinking
divergent thinking
integrative negotiation
joint gain
functional fixedness
49. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
social striving
convergent thinking
sequence vs. issue planning
endowment effect
50. The strenght of positive relations within a team
problem solving model
cohension
argument dilution
most common cognitive mistakes in Negotiation