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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. Making concessions on issues before they are even requested
circular logrolli
premature consessions
flower child negotiator
nonspecific compensation
2. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
options
joint gain
horizon thinkng
integrative negotiation
3. Based on consistency of behvior
social loafing
deterrence based trust
key components in Negotiation
equal concession negotiaitor
4. If we reach agreement - we commit to some option
inductive reasoning
commitment
most common cognitive mistakes in Negotiation
endowment effect
5. What can i do if i walk away without agreement? which is best
problem solving model
relationship issues
walk away alternative
joint gain
6. 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
multiparty negotiations
joint gain
exploration of options
logrolling
7. Based on intuition and emotion
endowment effect
knowledge based trust
affective route
old fashioned negotiator
8. The total of the gains earned by each party in the negotiation
joint gain
most common cognitive mistakes in Negotiation
enlightened negotiator
multiparty negotiations
9. Someone who is too concerned with win-win negotiations they forget to claim resources
flower child negotiator
key components in Negotiation
sequence planning
inductive reasoning
10. Goals and interests related to: Gain - relationship - identity - process
inert knowledge problem
GRIP goals
endowment effect
logrolling
11. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
equal concession negotiaitor
circular logrolli
individual collectivism
some options by redefining the problems (alternative solutions)
12. 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
an interest in negotiation
some options by redefining the problems (alternative solutions)
gamblers fallacy
13. How much utility we derive depends on who is providing it
social striving
Particularism
premature consessions
egalitarianism hierarchy
14. 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
Particularism
integrative negotiation
nonspecific compensation
multiparty negotiations
15. Brainstorming - electronic brainstorming - surveys
unbundling
some options by redefining the problems (alternative solutions)
a position in negotiation
ways to generate options to a problem
16. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
egalitarianism hierarchy
partnership model
verbal minimal encouragers
cognitive route
17. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
BATNA
deterrence based trust
inductive reasoning
active listening activities
18. Members who are attracted to the group
logrolling
things to look for when identifying and define the problem
common identity groups
affective route
19. 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
problem solving model
Particularism
relevant polarity framing
seller status framing
20. Members who are attracted to particular members
reflections
common bond groups
individual collectivism
inductive reasoning
21. The worst agreement you're willing to accept ('walk-away')
deterrence based trust
defend/attack spirals
reservation price
problem solving model
22. The union of both parties issue sets
knowledge based trust
affective route
equal concession negotiaitor
issue mix
23. The frequency with which some event or pattern occurs in the general population
base rates
pivotal power
common bond groups
GRIP goals
24. Working less hard in a group
deductive reasoning
illusion of transparecy
social loafing
egalitarianism hierarchy
25. Proceed towards one answer
convergent thinking
inert knowledge problem
integrative negotiation
issue mix
26. Out of the box thinking
divergent thinking
perseverance effect
reciprocity principle
impossibilty theorem
27. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
sequence vs. issue planning
argument dilution
ways to generate options to a problem
joint gain
28. Working harder in a group
social striving
sequence planning
multiparty negotiations
false conflict or illusory conflict
29. 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)
identification based trust
perseverance effect
ways to generate options to a problem
30. 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
social loafing
old fashioned negotiator
functional fixedness
31. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
common identity groups
active listening
argument dilution
multiparty negotiations
32. Someone who believs one must adopt a tough hard stance to negotiate
old fashioned negotiator
aspect ratio framing
false conflict or illusory conflict
distributive negotiations
33. Expand the amount of available resources
integrative negotiation
convergent thinking
issue mix
common bond groups
34. The strenght of positive relations within a team
horizon thinkng
endowment effect
functional fixedness
cohension
35. Unable to acces knowledge when we need it
reservation price
multiparty negotiations
individual collectivism
inert knowledge problem
36. Zone Of Possible Aggreements defined by range between parties' reservation prices
circular logrolli
issue mix
errors that prevent agreement
ZOPA
37. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
contingency contracts
illusory correlation
deductive reasoning
premature consessions
38. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
illusory correlation
endowment effect
common identity groups
active listening
39. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
distributive negotiations
unbundling
base rates
problem solving model
40. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
partnership model
issue mix
errors that prevent agreement
reflections
41. When a problem solver bases a strategy on familiar methods
functional fixedness
a position in negotiation
cognitive route
ways to generate options to a problem
42. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
verbal minimal encouragers
active listening
barrier to agreement
irritators
43. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
functional fixedness
divergent thinking
illusory correlation
nonspecific compensation
44. 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
horizon thinkng
gamblers fallacy
relationship issues
distributive negotiations
45. The derivation of group preference from individual preference is indeterminate
reflections
impossibilty theorem
key components in Negotiation
aspect ratio framing
46. reliability - mutual acceptance - emotions
BATNA
false conflict or illusory conflict
defend/attack spirals
relationship issues
47. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
gamblers fallacy
multiphase negotiations
knowledge based trust
a position in negotiation
48. Tendency for people in group negotiations to underestimate the number of feasible options
impossibilty theorem
sequence vs. issue planning
tunnel vision
setting limits
49. Clients are treated like partners
partnership model
convergent thinking
reservation price
things to look for when identifying and define the problem
50. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
most common cognitive mistakes in Negotiation
logrolling
horizon thinkng
irritators