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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. Someone who is too concerned with win-win negotiations they forget to claim resources
sequence vs. issue planning
Particularism
flower child negotiator
identification based trust
2. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
Particularism
defend/attack spirals
inductive reasoning
social striving
3. Brainstorming - electronic brainstorming - surveys
ways to generate options to a problem
partnership model
old fashioned negotiator
integrative negotiation
4. Proceed towards one answer
convergent thinking
dispositional attribution
barrier to agreement
endowment effect
5. 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
reflections
seller status framing
cognitive route
reciprocity principle
6. Listening actively and empathetically to whatever the other party says
unbundling
circular logrolli
communication in negotiaion
equal concession negotiaitor
7. 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
common bond groups
brainwriting
irritators
8. Based on consistency of behvior
argument dilution
active listening activities
deterrence based trust
most common cognitive mistakes in Negotiation
9. One that calls into question anothers character
old fashioned negotiator
Particularism
things to look for when identifying and define the problem
dispositional attribution
10. The process of drawing logical conclusions
irritators
deductive reasoning
logrolling
argument dilution
11. External standards or precedents that might convince one or both parties that a proposed agreement is fair
issue mix
sequence planning
legitimacy
active listening activities
12. Means by which people influence others
base rates
barrier to agreement
egalitarianism hierarchy
defend/attack spirals
13. Goals and interests related to: Gain - relationship - identity - process
cognitive route
GRIP goals
partnership model
exploration of options
14. Form of hypothesis testing - or trial and error
inductive reasoning
knowledge based trust
key steps in integrative negotiation
GRIP goals
15. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
affective route
problem solving model
ZOPA
inductive reasoning
16. The total of the gains earned by each party in the negotiation
illusory correlation
ways to generate options to a problem
joint gain
aspect ratio framing
17. Working harder in a group
active listening
social striving
relevant polarity framing
multiparty negotiations
18. Members who are attracted to the group
inert knowledge problem
distributive negotiations
inductive reasoning
common identity groups
19. If we reach agreement - we commit to some option
commitment
deductive reasoning
knowledge based trust
nonspecific compensation
20. How much utility we derive depends on who is providing it
social striving
integrative negotiation
cognitive route
Particularism
21. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
barrier to agreement
flower child negotiator
knowledge based trust
joint gain
22. 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
legitimacy
multiparty negotiations
relevant polarity framing
key components in Negotiation
23. Someone who believs one must adopt a tough hard stance to negotiate
old fashioned negotiator
relevant polarity framing
aspect ratio framing
social striving
24. Unable to acces knowledge when we need it
BATNA
knowledge based trust
social striving
inert knowledge problem
25. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
divergent thinking
equal concession negotiaitor
dispositional attribution
problem solving model
26. Working less hard in a group
ways to generate options to a problem
social loafing
BATNA
common bond groups
27. Zone Of Possible Aggreements defined by range between parties' reservation prices
communication in negotiaion
partnership model
ZOPA
some guild lines in evaluating options and reaching a consensus
28. What can i do if i walk away without agreement? which is best
egalitarianism hierarchy
walk away alternative
logrolling
multiparty negotiations
29. Making projections about future outcomes
reflections
an interest in negotiation
integrative negotiation
horizon thinkng
30. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
setting limits
flower child negotiator
problem solving model
contingency contracts
31. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
defend/attack spirals
exploration of options
non-verbal attending
cognitive route
32. See invalid correlations between events
most common cognitive mistakes in Negotiation
aspect ratio framing
illusory correlation
endowment effect
33. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
active listening activities
sequence vs. issue planning
distributive negotiations
old fashioned negotiator
34. Grounded in complete empathy with another persons desires and intentions
flower child negotiator
BATNA
illusion of transparecy
identification based trust
35. Tendency for people in group negotiations to underestimate the number of feasible options
contingency contracts
key steps in integrative negotiation
legitimacy
tunnel vision
36. Based on intuition and emotion
barrier to agreement
affective route
old fashioned negotiator
common identity groups
37. The strenght of positive relations within a team
old fashioned negotiator
seller status framing
cohension
convergent thinking
38. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
an interest in negotiation
communication in negotiaion
key steps in integrative negotiation
verbal minimal encouragers
39. 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.
key components in Negotiation
sequence planning
nonspecific compensation
barrier to agreement
40. Out of the box thinking
divergent thinking
some options by redefining the problems (alternative solutions)
commitment
inductive reasoning
41. Believing something is true even after it has been proven not
brainwriting
perseverance effect
illusion of transparecy
social loafing
42. 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!)
an interest in negotiation
ZOPA
most common cognitive mistakes in Negotiation
barrier to agreement
43. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
old fashioned negotiator
ZOPA
errors that prevent agreement
communication in negotiaion
44. What you say you want - your solution
egalitarianism hierarchy
sunk cost framing
a position in negotiation
deterrence based trust
45. 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
aspect ratio framing
inductive reasoning
most common cognitive mistakes in Negotiation
exploration of options
46. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
circular logrolli
sequence vs. issue planning
setting limits
sequence planning
47. Making concessions on issues before they are even requested
legitimacy
seller status framing
premature consessions
some options by redefining the problems (alternative solutions)
48. 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
common identity groups
some options by redefining the problems (alternative solutions)
relationship issues
divergent thinking
49. 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
horizon thinkng
cognitive route
communication in negotiaion
50. Your Best Alternative To a Negotiated Agreement
ways to generate options to a problem
Particularism
social loafing
BATNA