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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. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
errors that prevent agreement
false conflict or illusory conflict
ways to generate options to a problem
inert knowledge problem
2. Zone Of Possible Aggreements defined by range between parties' reservation prices
common identity groups
gamblers fallacy
ZOPA
problem solving model
3. Making concessions on issues before they are even requested
impossibilty theorem
some options by redefining the problems (alternative solutions)
commitment
premature consessions
4. 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)
active listening activities
old fashioned negotiator
GRIP goals
non-verbal attending
5. Basic human motive concerning preservation of the self versus collective
affective route
legitimacy
individual collectivism
verbal minimal encouragers
6. What you really care about - wants needs etc
a position in negotiation
commitment
an interest in negotiation
identification based trust
7. Based on rational and deliberate thoughts
walk away alternative
GRIP goals
cognitive route
commitment
8. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
irritators
setting limits
nonspecific compensation
flower child negotiator
9. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
sequence vs. issue planning
dispositional attribution
verbal minimal encouragers
some options by redefining the problems (alternative solutions)
10. 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!)
most common cognitive mistakes in Negotiation
integrative negotiation
tunnel vision
options
11. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
logrolling
false conflict or illusory conflict
exploration of options
communication in negotiaion
12. reliability - mutual acceptance - emotions
base rates
cohension
key components in Negotiation
relationship issues
13. Expand the amount of available resources
integrative negotiation
pivotal power
legitimacy
active listening activities
14. Out of the box thinking
verbal minimal encouragers
horizon thinkng
divergent thinking
legitimacy
15. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
key steps in integrative negotiation
most common cognitive mistakes in Negotiation
brainwriting
old fashioned negotiator
16. 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
social striving
multiphase negotiations
inert knowledge problem
enlightened negotiator
17. 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.
options
knowledge based trust
sequence planning
verbal minimal encouragers
18. Your Best Alternative To a Negotiated Agreement
premature consessions
BATNA
issue mix
egalitarianism hierarchy
19. Working harder in a group
social striving
tunnel vision
irritators
some options by redefining the problems (alternative solutions)
20. Means by which people influence others
inductive reasoning
multiphase negotiations
egalitarianism hierarchy
integrative negotiation
21. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
convergent thinking
verbal minimal encouragers
equal concession negotiaitor
options
22. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
active listening activities
false conflict or illusory conflict
reflections
commitment
23. 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.
irritators
endowment effect
multiparty negotiations
argument dilution
24. Someone who is too concerned with win-win negotiations they forget to claim resources
functional fixedness
flower child negotiator
BATNA
divergent thinking
25. 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
commitment
horizon thinkng
seller status framing
irritators
26. 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
integrative negotiation
key components in Negotiation
impossibilty theorem
exploration of options
27. Listening actively and empathetically to whatever the other party says
problem solving model
walk away alternative
individual collectivism
communication in negotiaion
28. The strenght of positive relations within a team
cohension
options
ZOPA
impossibilty theorem
29. 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
setting limits
a position in negotiation
distributive negotiations
knowledge based trust
30. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
some guild lines in evaluating options and reaching a consensus
problem solving model
perseverance effect
illusion of transparecy
31. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
Particularism
brainwriting
legitimacy
reflections
32. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
divergent thinking
nonspecific compensation
brainwriting
common identity groups
33. Tendency for people in group negotiations to underestimate the number of feasible options
inert knowledge problem
commitment
tunnel vision
social loafing
34. Grounded in complete empathy with another persons desires and intentions
reservation price
identification based trust
reciprocity principle
inductive reasoning
35. Unable to acces knowledge when we need it
inert knowledge problem
horizon thinkng
sequence planning
issue mix
36. The union of both parties issue sets
a position in negotiation
egalitarianism hierarchy
cohension
issue mix
37. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
inductive reasoning
common bond groups
endowment effect
seller status framing
38. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
ZOPA
contingency contracts
argument dilution
equal concession negotiaitor
39. If we reach agreement - we commit to some option
contingency contracts
commitment
key components in Negotiation
dispositional attribution
40. External standards or precedents that might convince one or both parties that a proposed agreement is fair
some guild lines in evaluating options and reaching a consensus
Particularism
illusion of transparecy
legitimacy
41. 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.
flower child negotiator
issue mix
sunk cost framing
joint gain
42. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
flower child negotiator
verbal minimal encouragers
common bond groups
walk away alternative
43. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
some guild lines in evaluating options and reaching a consensus
perseverance effect
old fashioned negotiator
enlightened negotiator
44. 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
common identity groups
reservation price
sequence vs. issue planning
circular logrolli
45. When a problem solver bases a strategy on familiar methods
reservation price
brainwriting
setting limits
functional fixedness
46. Negotiators thinking they are revealing more information that they actually are
illusion of transparecy
cognitive route
dispositional attribution
joint gain
47. 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
errors that prevent agreement
horizon thinkng
problem solving model
48. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
egalitarianism hierarchy
options
some options by redefining the problems (alternative solutions)
premature consessions
49. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
partnership model
base rates
false conflict or illusory conflict
joint gain
50. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
ways to generate options to a problem
exploration of options
false conflict or illusory conflict
logrolling
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