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Test your basic knowledge |
Negotiation
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Study First
Subject
:
soft-skills
Instructions:
Answer 50 questions in 15 minutes.
If you are not ready to take this test, you can
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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. How much utility we derive depends on who is providing it
Particularism
logrolling
equal concession negotiaitor
illusion of transparecy
2. Means by which people influence others
egalitarianism hierarchy
integrative negotiation
joint gain
distributive negotiations
3. Making projections about future outcomes
deductive reasoning
horizon thinkng
deterrence based trust
flower child negotiator
4. Someone who believs one must adopt a tough hard stance to negotiate
BATNA
things to look for when identifying and define the problem
an interest in negotiation
old fashioned negotiator
5. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
sequence vs. issue planning
false conflict or illusory conflict
Particularism
flower child negotiator
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
exploration of options
non-verbal attending
divergent thinking
social loafing
7. Believing something is true even after it has been proven not
false conflict or illusory conflict
integrative negotiation
perseverance effect
integrative negotiation
8. The strenght of positive relations within a team
common bond groups
equal concession negotiaitor
distributive negotiations
cohension
9. Division of large - all encompassing issues into smaller more manageable ones
some options by redefining the problems (alternative solutions)
endowment effect
unbundling
sequence vs. issue planning
10. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
problem solving model
seller status framing
knowledge based trust
sunk cost framing
11. Based on consistency of behvior
key components in Negotiation
enlightened negotiator
common identity groups
deterrence based trust
12. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
deductive reasoning
defend/attack spirals
tunnel vision
irritators
13. Based on intuition and emotion
knowledge based trust
tunnel vision
affective route
horizon thinkng
14. 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
argument dilution
base rates
equal concession negotiaitor
15. 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
irritators
identification based trust
common identity groups
16. Working harder in a group
key steps in integrative negotiation
irritators
active listening
social striving
17. The total of the gains earned by each party in the negotiation
relevant polarity framing
Particularism
horizon thinkng
joint gain
18. 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.
non-verbal attending
convergent thinking
argument dilution
deterrence based trust
19. BATNA - Reservation Price - ZOPA - Value Creation through Trades
seller status framing
social loafing
key components in Negotiation
divergent thinking
20. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
nonspecific compensation
aspect ratio framing
individual collectivism
active listening activities
21. 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!)
inductive reasoning
most common cognitive mistakes in Negotiation
some guild lines in evaluating options and reaching a consensus
tunnel vision
22. 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
some options by redefining the problems (alternative solutions)
integrative negotiation
ways to generate options to a problem
base rates
23. The ability to change a losing coalition into winning coalition
social loafing
knowledge based trust
pivotal power
egalitarianism hierarchy
24. Basic human motive concerning preservation of the self versus collective
inert knowledge problem
individual collectivism
partnership model
problem solving model
25. Unable to acces knowledge when we need it
BATNA
inert knowledge problem
cohension
things to look for when identifying and define the problem
26. Tendency for people in group negotiations to underestimate the number of feasible options
problem solving model
setting limits
tunnel vision
reflections
27. 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
sequence vs. issue planning
social striving
aspect ratio framing
reservation price
28. Members who are attracted to the group
active listening
common identity groups
illusory correlation
pivotal power
29. When a problem solver bases a strategy on familiar methods
an interest in negotiation
functional fixedness
multiphase negotiations
defend/attack spirals
30. What you say you want - your solution
verbal minimal encouragers
nonspecific compensation
a position in negotiation
argument dilution
31. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
legitimacy
convergent thinking
social striving
verbal minimal encouragers
32. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
integrative negotiation
horizon thinkng
setting limits
key steps in integrative negotiation
33. '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
false conflict or illusory conflict
relevant polarity framing
enlightened negotiator
defend/attack spirals
34. Expand the amount of available resources
integrative negotiation
sequence planning
joint gain
horizon thinkng
35. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
endowment effect
verbal minimal encouragers
active listening activities
egalitarianism hierarchy
36. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
sunk cost framing
commitment
active listening activities
legitimacy
37. Making concessions on issues before they are even requested
premature consessions
communication in negotiaion
base rates
multiphase negotiations
38. The process of drawing logical conclusions
deductive reasoning
relevant polarity framing
problem solving model
joint gain
39. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
impossibilty theorem
brainwriting
illusory correlation
options
40. Clients are treated like partners
divergent thinking
flower child negotiator
integrative negotiation
partnership model
41. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
active listening
non-verbal attending
base rates
equal concession negotiaitor
42. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
enlightened negotiator
social striving
some options by redefining the problems (alternative solutions)
integrative negotiation
43. 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
base rates
things to look for when identifying and define the problem
logrolling
relationship issues
44. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
dispositional attribution
walk away alternative
contingency contracts
sequence planning
45. Out of the box thinking
divergent thinking
issue mix
relationship issues
cognitive route
46. The worst agreement you're willing to accept ('walk-away')
endowment effect
commitment
active listening
reservation price
47. See invalid correlations between events
illusory correlation
endowment effect
multiparty negotiations
communication in negotiaion
48. Goals and interests related to: Gain - relationship - identity - process
nonspecific compensation
integrative negotiation
cohension
GRIP goals
49. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
barrier to agreement
inert knowledge problem
logrolling
illusion of transparecy
50. Members who are attracted to particular members
communication in negotiaion
circular logrolli
common bond groups
integrative negotiation
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