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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. Working less hard in a group
social loafing
key steps in integrative negotiation
affective route
integrative negotiation
2. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
some guild lines in evaluating options and reaching a consensus
aspect ratio framing
verbal minimal encouragers
old fashioned negotiator
3. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
deterrence based trust
options
exploration of options
commitment
4. Zone Of Possible Aggreements defined by range between parties' reservation prices
ZOPA
joint gain
functional fixedness
seller status framing
5. The tendency to treat chance events as though they have a built in evening out mechanism
gamblers fallacy
individual collectivism
sunk cost framing
common bond groups
6. 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.
pivotal power
sequence planning
an interest in negotiation
integrative negotiation
7. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
common identity groups
some options by redefining the problems (alternative solutions)
common bond groups
barrier to agreement
8. Listening actively and empathetically to whatever the other party says
communication in negotiaion
old fashioned negotiator
integrative negotiation
perseverance effect
9. 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
key steps in integrative negotiation
deductive reasoning
ways to generate options to a problem
seller status framing
10. Making projections about future outcomes
integrative negotiation
egalitarianism hierarchy
common bond groups
horizon thinkng
11. Clients are treated like partners
logrolling
social loafing
partnership model
errors that prevent agreement
12. External standards or precedents that might convince one or both parties that a proposed agreement is fair
argument dilution
equal concession negotiaitor
inductive reasoning
legitimacy
13. Brainstorming - electronic brainstorming - surveys
relationship issues
ways to generate options to a problem
multiphase negotiations
argument dilution
14. The frequency with which some event or pattern occurs in the general population
premature consessions
base rates
legitimacy
circular logrolli
15. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
logrolling
equal concession negotiaitor
ways to generate options to a problem
knowledge based trust
16. 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
a position in negotiation
impossibilty theorem
contingency contracts
distributive negotiations
17. Members who are attracted to particular members
verbal minimal encouragers
common bond groups
relationship issues
dispositional attribution
18. Out of the box thinking
multiparty negotiations
divergent thinking
common identity groups
argument dilution
19. The derivation of group preference from individual preference is indeterminate
functional fixedness
defend/attack spirals
impossibilty theorem
active listening
20. See invalid correlations between events
setting limits
common identity groups
illusory correlation
barrier to agreement
21. Unable to acces knowledge when we need it
illusion of transparecy
defend/attack spirals
inert knowledge problem
convergent thinking
22. 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
walk away alternative
defend/attack spirals
circular logrolli
non-verbal attending
23. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
problem solving model
sequence vs. issue planning
inert knowledge problem
egalitarianism hierarchy
24. Expand the amount of available resources
integrative negotiation
problem solving model
commitment
partnership model
25. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
reflections
identification based trust
social loafing
options
26. The process of drawing logical conclusions
deductive reasoning
egalitarianism hierarchy
non-verbal attending
inductive reasoning
27. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
irritators
GRIP goals
functional fixedness
egalitarianism hierarchy
28. The strenght of positive relations within a team
GRIP goals
dispositional attribution
affective route
cohension
29. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
dispositional attribution
equal concession negotiaitor
enlightened negotiator
divergent thinking
30. Making concessions on issues before they are even requested
premature consessions
common bond groups
integrative negotiation
affective route
31. The worst agreement you're willing to accept ('walk-away')
BATNA
reservation price
joint gain
equal concession negotiaitor
32. Your Best Alternative To a Negotiated Agreement
some options by redefining the problems (alternative solutions)
barrier to agreement
exploration of options
BATNA
33. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
sequence vs. issue planning
deterrence based trust
integrative negotiation
contingency contracts
34. When a problem solver bases a strategy on familiar methods
logrolling
problem solving model
multiphase negotiations
functional fixedness
35. 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.
old fashioned negotiator
reflections
sunk cost framing
most common cognitive mistakes in Negotiation
36. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
most common cognitive mistakes in Negotiation
base rates
irritators
active listening
37. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
legitimacy
false conflict or illusory conflict
sequence planning
common bond groups
38. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
deductive reasoning
brainwriting
common identity groups
communication in negotiaion
39. Basic human motive concerning preservation of the self versus collective
defend/attack spirals
illusion of transparecy
setting limits
individual collectivism
40. The total of the gains earned by each party in the negotiation
unbundling
perseverance effect
tunnel vision
joint gain
41. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
inert knowledge problem
walk away alternative
equal concession negotiaitor
common identity groups
42. Members who are attracted to the group
key components in Negotiation
BATNA
common identity groups
integrative negotiation
43. Based on intuition and emotion
cognitive route
illusion of transparecy
affective route
gamblers fallacy
44. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
setting limits
errors that prevent agreement
affective route
joint gain
45. 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!)
ZOPA
most common cognitive mistakes in Negotiation
inductive reasoning
common identity groups
46. If we reach agreement - we commit to some option
verbal minimal encouragers
non-verbal attending
horizon thinkng
commitment
47. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
integrative negotiation
gamblers fallacy
irritators
defend/attack spirals
48. What can i do if i walk away without agreement? which is best
integrative negotiation
sequence planning
social loafing
walk away alternative
49. How much utility we derive depends on who is providing it
setting limits
Particularism
an interest in negotiation
active listening
50. Negotiators thinking they are revealing more information that they actually are
illusory correlation
non-verbal attending
illusion of transparecy
seller status framing