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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. Means by which people influence others
barrier to agreement
divergent thinking
joint gain
egalitarianism hierarchy
2. 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
reservation price
circular logrolli
an interest in negotiation
endowment effect
3. Expand the amount of available resources
base rates
functional fixedness
flower child negotiator
integrative negotiation
4. Based on intuition and emotion
affective route
deterrence based trust
setting limits
key steps in integrative negotiation
5. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
brainwriting
verbal minimal encouragers
illusory correlation
seller status framing
6. Your Best Alternative To a Negotiated Agreement
BATNA
sunk cost framing
convergent thinking
partnership model
7. '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
errors that prevent agreement
inductive reasoning
relevant polarity framing
barrier to agreement
8. 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
brainwriting
multiparty negotiations
egalitarianism hierarchy
9. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
sequence vs. issue planning
contingency contracts
social loafing
relationship issues
10. The worst agreement you're willing to accept ('walk-away')
verbal minimal encouragers
reservation price
reciprocity principle
active listening activities
11. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
argument dilution
some options by redefining the problems (alternative solutions)
endowment effect
tunnel vision
12. The strenght of positive relations within a team
tunnel vision
old fashioned negotiator
problem solving model
cohension
13. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
sequence planning
exploration of options
key components in Negotiation
key steps in integrative negotiation
14. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
ways to generate options to a problem
irritators
reflections
errors that prevent agreement
15. Prepare self with positive - engaged attitude exp Pike Place Fish market in Seattle - It doesn't matter where you work - you get to choose your attitude ( Nodding your head - removing physical barriers)
Particularism
non-verbal attending
distributive negotiations
some options by redefining the problems (alternative solutions)
16. Making projections about future outcomes
legitimacy
verbal minimal encouragers
social loafing
horizon thinkng
17. Members who are attracted to the group
verbal minimal encouragers
common identity groups
integrative negotiation
logrolling
18. 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
sunk cost framing
verbal minimal encouragers
aspect ratio framing
tunnel vision
19. 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
some guild lines in evaluating options and reaching a consensus
social loafing
convergent thinking
ways to generate options to a problem
20. Basic human motive concerning preservation of the self versus collective
individual collectivism
communication in negotiaion
contingency contracts
tunnel vision
21. Working less hard in a group
social loafing
GRIP goals
affective route
an interest in negotiation
22. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
options
integrative negotiation
divergent thinking
GRIP goals
23. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
enlightened negotiator
inductive reasoning
reciprocity principle
functional fixedness
24. 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
horizon thinkng
pivotal power
brainwriting
some options by redefining the problems (alternative solutions)
25. Division of large - all encompassing issues into smaller more manageable ones
aspect ratio framing
relationship issues
exploration of options
unbundling
26. 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.
sequence planning
key components in Negotiation
relevant polarity framing
cognitive route
27. 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.
divergent thinking
distributive negotiations
sunk cost framing
relevant polarity framing
28. How much utility we derive depends on who is providing it
Particularism
cognitive route
issue mix
argument dilution
29. 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
distributive negotiations
flower child negotiator
integrative negotiation
key steps in integrative negotiation
30. The total of the gains earned by each party in the negotiation
integrative negotiation
problem solving model
ways to generate options to a problem
joint gain
31. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
an interest in negotiation
irritators
barrier to agreement
functional fixedness
32. 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.
reflections
deductive reasoning
argument dilution
things to look for when identifying and define the problem
33. Members who are attracted to particular members
common bond groups
ways to generate options to a problem
sequence planning
setting limits
34. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
walk away alternative
premature consessions
nonspecific compensation
inductive reasoning
35. One that calls into question anothers character
walk away alternative
egalitarianism hierarchy
ways to generate options to a problem
dispositional attribution
36. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
horizon thinkng
brainwriting
seller status framing
key steps in integrative negotiation
37. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
seller status framing
logrolling
communication in negotiaion
old fashioned negotiator
38. Out of the box thinking
base rates
pivotal power
relationship issues
divergent thinking
39. The derivation of group preference from individual preference is indeterminate
non-verbal attending
tunnel vision
impossibilty theorem
old fashioned negotiator
40. 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
active listening
setting limits
distributive negotiations
problem solving model
41. reliability - mutual acceptance - emotions
deductive reasoning
relationship issues
partnership model
horizon thinkng
42. Zone Of Possible Aggreements defined by range between parties' reservation prices
reciprocity principle
ZOPA
commitment
perseverance effect
43. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
knowledge based trust
active listening activities
integrative negotiation
multiphase negotiations
44. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
some options by redefining the problems (alternative solutions)
common identity groups
logrolling
key steps in integrative negotiation
45. Form of hypothesis testing - or trial and error
sunk cost framing
ZOPA
inductive reasoning
reservation price
46. When a problem solver bases a strategy on familiar methods
sequence vs. issue planning
errors that prevent agreement
gamblers fallacy
functional fixedness
47. The process of drawing logical conclusions
tunnel vision
deductive reasoning
inductive reasoning
circular logrolli
48. Unable to acces knowledge when we need it
sunk cost framing
inert knowledge problem
an interest in negotiation
social loafing
49. Based on rational and deliberate thoughts
things to look for when identifying and define the problem
false conflict or illusory conflict
cognitive route
relationship issues
50. What you say you want - your solution
a position in negotiation
pivotal power
gamblers fallacy
Particularism