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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. The union of both parties issue sets
deductive reasoning
issue mix
horizon thinkng
multiparty negotiations
2. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
reservation price
integrative negotiation
gamblers fallacy
nonspecific compensation
3. Based on consistency of behvior
gamblers fallacy
horizon thinkng
deterrence based trust
convergent thinking
4. If we reach agreement - we commit to some option
common bond groups
social striving
equal concession negotiaitor
commitment
5. Based on rational and deliberate thoughts
an interest in negotiation
cognitive route
some options by redefining the problems (alternative solutions)
social loafing
6. External standards or precedents that might convince one or both parties that a proposed agreement is fair
legitimacy
horizon thinkng
dispositional attribution
identification based trust
7. The total of the gains earned by each party in the negotiation
base rates
joint gain
cognitive route
most common cognitive mistakes in Negotiation
8. 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!)
enlightened negotiator
most common cognitive mistakes in Negotiation
communication in negotiaion
verbal minimal encouragers
9. The strenght of positive relations within a team
Particularism
affective route
cohension
egalitarianism hierarchy
10. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
circular logrolli
social striving
commitment
active listening activities
11. Clients are treated like partners
an interest in negotiation
circular logrolli
partnership model
knowledge based trust
12. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
brainwriting
functional fixedness
integrative negotiation
false conflict or illusory conflict
13. 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.
knowledge based trust
sequence planning
equal concession negotiaitor
setting limits
14. Your Best Alternative To a Negotiated Agreement
divergent thinking
circular logrolli
errors that prevent agreement
BATNA
15. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
defend/attack spirals
equal concession negotiaitor
cognitive route
tunnel vision
16. The tendency to treat chance events as though they have a built in evening out mechanism
integrative negotiation
gamblers fallacy
knowledge based trust
relationship issues
17. Unable to acces knowledge when we need it
multiparty negotiations
inert knowledge problem
key steps in integrative negotiation
sunk cost framing
18. We feel obligated to return in kind what others have offered or given us
errors that prevent agreement
reciprocity principle
an interest in negotiation
key components in Negotiation
19. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
unbundling
illusory correlation
setting limits
base rates
20. reliability - mutual acceptance - emotions
errors that prevent agreement
relationship issues
old fashioned negotiator
social striving
21. 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
identification based trust
impossibilty theorem
options
22. Making projections about future outcomes
partnership model
enlightened negotiator
premature consessions
horizon thinkng
23. 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
horizon thinkng
multiphase negotiations
relationship issues
24. 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
some options by redefining the problems (alternative solutions)
problem solving model
seller status framing
premature consessions
25. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
errors that prevent agreement
key steps in integrative negotiation
false conflict or illusory conflict
old fashioned negotiator
26. Negotiators thinking they are revealing more information that they actually are
joint gain
illusion of transparecy
distributive negotiations
BATNA
27. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
false conflict or illusory conflict
most common cognitive mistakes in Negotiation
verbal minimal encouragers
flower child negotiator
28. 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)
options
inductive reasoning
non-verbal attending
contingency contracts
29. 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
contingency contracts
perseverance effect
irritators
30. Grounded in complete empathy with another persons desires and intentions
social striving
inductive reasoning
sequence planning
identification based trust
31. 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
barrier to agreement
things to look for when identifying and define the problem
circular logrolli
errors that prevent agreement
32. Tendency for people in group negotiations to underestimate the number of feasible options
deductive reasoning
inductive reasoning
equal concession negotiaitor
tunnel vision
33. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
integrative negotiation
logrolling
endowment effect
sequence planning
34. 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
functional fixedness
cognitive route
affective route
some options by redefining the problems (alternative solutions)
35. Members who are attracted to particular members
ZOPA
joint gain
common bond groups
sequence vs. issue planning
36. 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
key steps in integrative negotiation
inductive reasoning
premature consessions
circular logrolli
37. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
brainwriting
common bond groups
sunk cost framing
problem solving model
38. Working less hard in a group
common bond groups
common identity groups
social loafing
identification based trust
39. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
enlightened negotiator
base rates
unbundling
relevant polarity framing
40. The frequency with which some event or pattern occurs in the general population
base rates
options
impossibilty theorem
old fashioned negotiator
41. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
verbal minimal encouragers
contingency contracts
key steps in integrative negotiation
premature consessions
42. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
setting limits
endowment effect
reflections
legitimacy
43. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
knowledge based trust
non-verbal attending
base rates
aspect ratio framing
44. BATNA - Reservation Price - ZOPA - Value Creation through Trades
active listening activities
key components in Negotiation
illusory correlation
ways to generate options to a problem
45. 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
tunnel vision
aspect ratio framing
some options by redefining the problems (alternative solutions)
active listening
46. Basic human motive concerning preservation of the self versus collective
defend/attack spirals
individual collectivism
ZOPA
premature consessions
47. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
multiphase negotiations
exploration of options
logrolling
defend/attack spirals
48. The process of drawing logical conclusions
GRIP goals
deductive reasoning
things to look for when identifying and define the problem
problem solving model
49. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
options
social striving
integrative negotiation
base rates
50. Division of large - all encompassing issues into smaller more manageable ones
issue mix
cognitive route
an interest in negotiation
unbundling