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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. Basic human motive concerning preservation of the self versus collective
communication in negotiaion
reciprocity principle
relevant polarity framing
individual collectivism
2. Grounded in complete empathy with another persons desires and intentions
integrative negotiation
BATNA
unbundling
identification based trust
3. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
inductive reasoning
identification based trust
logrolling
setting limits
4. Brainstorming - electronic brainstorming - surveys
active listening
inductive reasoning
seller status framing
ways to generate options to a problem
5. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
legitimacy
inductive reasoning
premature consessions
gamblers fallacy
6. The tendency to treat chance events as though they have a built in evening out mechanism
issue mix
gamblers fallacy
equal concession negotiaitor
common identity groups
7. Based on intuition and emotion
affective route
premature consessions
brainwriting
setting limits
8. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
functional fixedness
some options by redefining the problems (alternative solutions)
integrative negotiation
enlightened negotiator
9. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
reservation price
enlightened negotiator
knowledge based trust
options
10. What you say you want - your solution
a position in negotiation
key steps in integrative negotiation
impossibilty theorem
GRIP goals
11. Working harder in a group
illusory correlation
integrative negotiation
Particularism
social striving
12. Tendency for people in group negotiations to underestimate the number of feasible options
tunnel vision
sequence vs. issue planning
common identity groups
flower child negotiator
13. When a problem solver bases a strategy on familiar methods
identification based trust
BATNA
functional fixedness
irritators
14. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
options
verbal minimal encouragers
a position in negotiation
deductive reasoning
15. 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
inductive reasoning
some guild lines in evaluating options and reaching a consensus
illusory correlation
active listening
16. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
flower child negotiator
reflections
contingency contracts
an interest in negotiation
17. '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
exploration of options
BATNA
relevant polarity framing
some options by redefining the problems (alternative solutions)
18. Out of the box thinking
old fashioned negotiator
key components in Negotiation
sequence vs. issue planning
divergent thinking
19. 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
brainwriting
active listening
aspect ratio framing
relevant polarity framing
20. How much utility we derive depends on who is providing it
reservation price
cognitive route
reciprocity principle
Particularism
21. Members who are attracted to the group
sequence vs. issue planning
old fashioned negotiator
common identity groups
argument dilution
22. The frequency with which some event or pattern occurs in the general population
distributive negotiations
endowment effect
base rates
false conflict or illusory conflict
23. Based on rational and deliberate thoughts
cognitive route
errors that prevent agreement
equal concession negotiaitor
common bond groups
24. 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
seller status framing
perseverance effect
inductive reasoning
things to look for when identifying and define the problem
25. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
most common cognitive mistakes in Negotiation
individual collectivism
legitimacy
irritators
26. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
false conflict or illusory conflict
verbal minimal encouragers
some options by redefining the problems (alternative solutions)
common bond groups
27. Negotiators thinking they are revealing more information that they actually are
illusion of transparecy
BATNA
tunnel vision
inductive reasoning
28. What you really care about - wants needs etc
an interest in negotiation
inert knowledge problem
deterrence based trust
equal concession negotiaitor
29. Proceed towards one answer
walk away alternative
convergent thinking
GRIP goals
tunnel vision
30. Clients are treated like partners
integrative negotiation
illusion of transparecy
most common cognitive mistakes in Negotiation
partnership model
31. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
deterrence based trust
relevant polarity framing
errors that prevent agreement
false conflict or illusory conflict
32. 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
integrative negotiation
relevant polarity framing
social striving
some options by redefining the problems (alternative solutions)
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
sequence vs. issue planning
multiparty negotiations
convergent thinking
reservation price
34. The strenght of positive relations within a team
illusion of transparecy
problem solving model
identification based trust
cohension
35. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
premature consessions
most common cognitive mistakes in Negotiation
dispositional attribution
active listening activities
36. The union of both parties issue sets
identification based trust
active listening
issue mix
contingency contracts
37. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
circular logrolli
options
endowment effect
active listening
38. Working less hard in a group
social loafing
ways to generate options to a problem
inert knowledge problem
common identity groups
39. Means by which people influence others
egalitarianism hierarchy
multiphase negotiations
sequence planning
functional fixedness
40. reliability - mutual acceptance - emotions
problem solving model
relevant polarity framing
reservation price
relationship issues
41. BATNA - Reservation Price - ZOPA - Value Creation through Trades
functional fixedness
brainwriting
social striving
key components in Negotiation
42. Based on consistency of behvior
things to look for when identifying and define the problem
nonspecific compensation
deterrence based trust
equal concession negotiaitor
43. 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.
setting limits
premature consessions
commitment
sequence planning
44. One that calls into question anothers character
dispositional attribution
non-verbal attending
unbundling
functional fixedness
45. Zone Of Possible Aggreements defined by range between parties' reservation prices
ZOPA
divergent thinking
convergent thinking
inert knowledge problem
46. Division of large - all encompassing issues into smaller more manageable ones
inert knowledge problem
common bond groups
relevant polarity framing
unbundling
47. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
Particularism
unbundling
convergent thinking
endowment effect
48. 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
seller status framing
options
integrative negotiation
49. We feel obligated to return in kind what others have offered or given us
legitimacy
integrative negotiation
issue mix
reciprocity principle
50. The worst agreement you're willing to accept ('walk-away')
impossibilty theorem
seller status framing
nonspecific compensation
reservation price