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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. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
verbal minimal encouragers
illusory correlation
defend/attack spirals
inductive reasoning
2. Zone Of Possible Aggreements defined by range between parties' reservation prices
verbal minimal encouragers
old fashioned negotiator
ZOPA
multiparty negotiations
3. 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
active listening activities
sequence planning
aspect ratio framing
deductive reasoning
4. The derivation of group preference from individual preference is indeterminate
key components in Negotiation
irritators
impossibilty theorem
unbundling
5. Proceed towards one answer
non-verbal attending
inductive reasoning
commitment
convergent thinking
6. See invalid correlations between events
inductive reasoning
illusory correlation
problem solving model
things to look for when identifying and define the problem
7. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
distributive negotiations
exploration of options
ZOPA
active listening activities
8. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
enlightened negotiator
knowledge based trust
equal concession negotiaitor
flower child negotiator
9. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
integrative negotiation
logrolling
egalitarianism hierarchy
options
10. BATNA - Reservation Price - ZOPA - Value Creation through Trades
key components in Negotiation
functional fixedness
old fashioned negotiator
ZOPA
11. What can i do if i walk away without agreement? which is best
equal concession negotiaitor
inductive reasoning
walk away alternative
options
12. 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
affective route
tunnel vision
pivotal power
13. 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.
multiparty negotiations
flower child negotiator
GRIP goals
sunk cost framing
14. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
affective route
ZOPA
key steps in integrative negotiation
deterrence based trust
15. 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.
endowment effect
pivotal power
sequence planning
illusion of transparecy
16. Means by which people influence others
walk away alternative
communication in negotiaion
sunk cost framing
egalitarianism hierarchy
17. Clients are treated like partners
horizon thinkng
sequence planning
commitment
partnership model
18. What you really care about - wants needs etc
an interest in negotiation
sunk cost framing
GRIP goals
commitment
19. 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
reciprocity principle
impossibilty theorem
convergent thinking
distributive negotiations
20. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
Particularism
common bond groups
setting limits
inductive reasoning
21. Basic human motive concerning preservation of the self versus collective
individual collectivism
sequence planning
illusory correlation
some options by redefining the problems (alternative solutions)
22. Form of hypothesis testing - or trial and error
inductive reasoning
joint gain
things to look for when identifying and define the problem
brainwriting
23. 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
an interest in negotiation
verbal minimal encouragers
partnership model
integrative negotiation
24. Based on intuition and emotion
enlightened negotiator
integrative negotiation
setting limits
affective route
25. 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
convergent thinking
unbundling
ways to generate options to a problem
26. Grounded in complete empathy with another persons desires and intentions
tunnel vision
flower child negotiator
key components in Negotiation
identification based trust
27. The ability to change a losing coalition into winning coalition
ZOPA
unbundling
pivotal power
some options by redefining the problems (alternative solutions)
28. Listening actively and empathetically to whatever the other party says
communication in negotiaion
argument dilution
cohension
verbal minimal encouragers
29. Believing something is true even after it has been proven not
reflections
individual collectivism
things to look for when identifying and define the problem
perseverance effect
30. 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.
argument dilution
multiphase negotiations
reciprocity principle
joint gain
31. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
an interest in negotiation
false conflict or illusory conflict
pivotal power
cohension
32. If we reach agreement - we commit to some option
options
distributive negotiations
commitment
illusory correlation
33. Out of the box thinking
unbundling
seller status framing
divergent thinking
perseverance effect
34. The union of both parties issue sets
commitment
issue mix
verbal minimal encouragers
key steps in integrative negotiation
35. The strenght of positive relations within a team
distributive negotiations
cohension
old fashioned negotiator
most common cognitive mistakes in Negotiation
36. 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
integrative negotiation
contingency contracts
some options by redefining the problems (alternative solutions)
an interest in negotiation
37. Someone who believs one must adopt a tough hard stance to negotiate
active listening
old fashioned negotiator
legitimacy
distributive negotiations
38. Members who are attracted to the group
old fashioned negotiator
a position in negotiation
common identity groups
impossibilty theorem
39. When a problem solver bases a strategy on familiar methods
functional fixedness
nonspecific compensation
endowment effect
exploration of options
40. Someone who is too concerned with win-win negotiations they forget to claim resources
reservation price
flower child negotiator
relationship issues
divergent thinking
41. reliability - mutual acceptance - emotions
multiphase negotiations
options
relationship issues
convergent thinking
42. What you say you want - your solution
exploration of options
a position in negotiation
cohension
common identity groups
43. We feel obligated to return in kind what others have offered or given us
divergent thinking
reciprocity principle
multiphase negotiations
seller status framing
44. Division of large - all encompassing issues into smaller more manageable ones
brainwriting
egalitarianism hierarchy
unbundling
multiparty negotiations
45. Expand the amount of available resources
old fashioned negotiator
integrative negotiation
dispositional attribution
sequence vs. issue planning
46. The process of drawing logical conclusions
commitment
nonspecific compensation
argument dilution
deductive reasoning
47. Working harder in a group
social striving
options
enlightened negotiator
key steps in integrative negotiation
48. The total of the gains earned by each party in the negotiation
joint gain
convergent thinking
social striving
a position in negotiation
49. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
circular logrolli
active listening
premature consessions
joint gain
50. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
ways to generate options to a problem
sequence vs. issue planning
endowment effect
irritators