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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 derivation of group preference from individual preference is indeterminate
reciprocity principle
perseverance effect
impossibilty theorem
egalitarianism hierarchy
2. 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.
inert knowledge problem
argument dilution
sequence vs. issue planning
BATNA
3. 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
GRIP goals
key components in Negotiation
social loafing
multiparty negotiations
4. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
multiphase negotiations
social loafing
commitment
problem solving model
5. The tendency to treat chance events as though they have a built in evening out mechanism
gamblers fallacy
distributive negotiations
aspect ratio framing
knowledge based trust
6. 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!)
contingency contracts
social loafing
sequence vs. issue planning
most common cognitive mistakes in Negotiation
7. Based on intuition and emotion
joint gain
exploration of options
affective route
enlightened negotiator
8. Believing something is true even after it has been proven not
perseverance effect
active listening
identification based trust
options
9. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
verbal minimal encouragers
legitimacy
premature consessions
Particularism
10. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
brainwriting
most common cognitive mistakes in Negotiation
barrier to agreement
common identity groups
11. Members who are attracted to particular members
key steps in integrative negotiation
common bond groups
legitimacy
BATNA
12. What can i do if i walk away without agreement? which is best
exploration of options
walk away alternative
joint gain
deductive reasoning
13. The total of the gains earned by each party in the negotiation
impossibilty theorem
sequence vs. issue planning
joint gain
dispositional attribution
14. If we reach agreement - we commit to some option
gamblers fallacy
some options by redefining the problems (alternative solutions)
commitment
brainwriting
15. When a problem solver bases a strategy on familiar methods
most common cognitive mistakes in Negotiation
social loafing
legitimacy
functional fixedness
16. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
equal concession negotiaitor
enlightened negotiator
identification based trust
active listening activities
17. Someone who is too concerned with win-win negotiations they forget to claim resources
legitimacy
flower child negotiator
aspect ratio framing
perseverance effect
18. Zone Of Possible Aggreements defined by range between parties' reservation prices
joint gain
ZOPA
issue mix
inert knowledge problem
19. Tendency for people in group negotiations to underestimate the number of feasible options
tunnel vision
social striving
common bond groups
enlightened negotiator
20. Making concessions on issues before they are even requested
deterrence based trust
Particularism
problem solving model
premature consessions
21. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
common identity groups
false conflict or illusory conflict
reflections
joint gain
22. The union of both parties issue sets
multiphase negotiations
issue mix
enlightened negotiator
horizon thinkng
23. The process of drawing logical conclusions
identification based trust
deductive reasoning
contingency contracts
tunnel vision
24. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
nonspecific compensation
options
egalitarianism hierarchy
inductive reasoning
25. See invalid correlations between events
cohension
illusory correlation
convergent thinking
a position in negotiation
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
relationship issues
issue mix
old fashioned negotiator
integrative negotiation
27. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
contingency contracts
sequence vs. issue planning
inductive reasoning
ZOPA
28. Grounded in complete empathy with another persons desires and intentions
sunk cost framing
ways to generate options to a problem
relevant polarity framing
identification based trust
29. 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
affective route
issue mix
circular logrolli
key components in Negotiation
30. We feel obligated to return in kind what others have offered or given us
aspect ratio framing
reciprocity principle
ways to generate options to a problem
logrolling
31. Proceed towards one answer
legitimacy
reciprocity principle
communication in negotiaion
convergent thinking
32. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
exploration of options
unbundling
active listening
deterrence based trust
33. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
inert knowledge problem
errors that prevent agreement
endowment effect
relationship issues
34. Form of hypothesis testing - or trial and error
inductive reasoning
setting limits
some guild lines in evaluating options and reaching a consensus
some options by redefining the problems (alternative solutions)
35. The frequency with which some event or pattern occurs in the general population
reservation price
walk away alternative
base rates
old fashioned negotiator
36. Basic human motive concerning preservation of the self versus collective
individual collectivism
aspect ratio framing
false conflict or illusory conflict
defend/attack spirals
37. '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
relevant polarity framing
a position in negotiation
active listening activities
reflections
38. What you say you want - your solution
barrier to agreement
a position in negotiation
brainwriting
social loafing
39. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
partnership model
flower child negotiator
logrolling
sequence vs. issue planning
40. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
problem solving model
setting limits
exploration of options
irritators
41. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
false conflict or illusory conflict
illusory correlation
barrier to agreement
ways to generate options to a problem
42. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
reservation price
communication in negotiaion
active listening
flower child negotiator
43. BATNA - Reservation Price - ZOPA - Value Creation through Trades
circular logrolli
sequence planning
key components in Negotiation
dispositional attribution
44. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
GRIP goals
errors that prevent agreement
defend/attack spirals
endowment effect
45. Expand the amount of available resources
inductive reasoning
brainwriting
integrative negotiation
ways to generate options to a problem
46. Someone who believs one must adopt a tough hard stance to negotiate
impossibilty theorem
old fashioned negotiator
false conflict or illusory conflict
partnership model
47. Goals and interests related to: Gain - relationship - identity - process
relationship issues
perseverance effect
GRIP goals
divergent thinking
48. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
most common cognitive mistakes in Negotiation
key steps in integrative negotiation
nonspecific compensation
illusion of transparecy
49. 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
relevant polarity framing
some guild lines in evaluating options and reaching a consensus
gamblers fallacy
options
50. 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
illusory correlation
defend/attack spirals
knowledge based trust
aspect ratio framing