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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. Means by which people influence others
convergent thinking
setting limits
integrative negotiation
egalitarianism hierarchy
2. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
reflections
enlightened negotiator
options
gamblers fallacy
3. The tendency to treat chance events as though they have a built in evening out mechanism
flower child negotiator
illusion of transparecy
false conflict or illusory conflict
gamblers fallacy
4. Goals and interests related to: Gain - relationship - identity - process
premature consessions
GRIP goals
logrolling
partnership model
5. Grounded in complete empathy with another persons desires and intentions
identification based trust
old fashioned negotiator
false conflict or illusory conflict
knowledge based trust
6. Basic human motive concerning preservation of the self versus collective
false conflict or illusory conflict
defend/attack spirals
individual collectivism
ways to generate options to a problem
7. Out of the box thinking
divergent thinking
reflections
dispositional attribution
social striving
8. 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
sunk cost framing
some options by redefining the problems (alternative solutions)
distributive negotiations
enlightened negotiator
9. Based on rational and deliberate thoughts
cognitive route
Particularism
some guild lines in evaluating options and reaching a consensus
identification based trust
10. The derivation of group preference from individual preference is indeterminate
brainwriting
joint gain
impossibilty theorem
dispositional attribution
11. Brainstorming - electronic brainstorming - surveys
integrative negotiation
non-verbal attending
reservation price
ways to generate options to a problem
12. 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
reflections
integrative negotiation
things to look for when identifying and define the problem
relevant polarity framing
13. The process of drawing logical conclusions
deductive reasoning
integrative negotiation
endowment effect
egalitarianism hierarchy
14. The total of the gains earned by each party in the negotiation
divergent thinking
cohension
joint gain
perseverance effect
15. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
sequence vs. issue planning
communication in negotiaion
GRIP goals
nonspecific compensation
16. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
identification based trust
unbundling
multiparty negotiations
false conflict or illusory conflict
17. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
knowledge based trust
functional fixedness
endowment effect
illusory correlation
18. 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
divergent thinking
most common cognitive mistakes in Negotiation
distributive negotiations
19. '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
ways to generate options to a problem
perseverance effect
aspect ratio framing
20. 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.
an interest in negotiation
argument dilution
deductive reasoning
unbundling
21. Your Best Alternative To a Negotiated Agreement
things to look for when identifying and define the problem
logrolling
sequence planning
BATNA
22. See invalid correlations between events
illusory correlation
integrative negotiation
flower child negotiator
some guild lines in evaluating options and reaching a consensus
23. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
integrative negotiation
barrier to agreement
irritators
a position in negotiation
24. BATNA - Reservation Price - ZOPA - Value Creation through Trades
inert knowledge problem
key components in Negotiation
multiphase negotiations
active listening activities
25. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
key steps in integrative negotiation
things to look for when identifying and define the problem
impossibilty theorem
convergent thinking
26. Working harder in a group
legitimacy
common identity groups
social striving
false conflict or illusory conflict
27. Based on consistency of behvior
multiparty negotiations
deterrence based trust
flower child negotiator
impossibilty theorem
28. 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
legitimacy
seller status framing
sunk cost framing
gamblers fallacy
29. Zone Of Possible Aggreements defined by range between parties' reservation prices
illusion of transparecy
errors that prevent agreement
ZOPA
inductive reasoning
30. The frequency with which some event or pattern occurs in the general population
brainwriting
sequence planning
base rates
social striving
31. 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.
sunk cost framing
social striving
GRIP goals
active listening
32. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
false conflict or illusory conflict
integrative negotiation
defend/attack spirals
inductive reasoning
33. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
circular logrolli
communication in negotiaion
functional fixedness
reflections
34. 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
options
identification based trust
illusion of transparecy
some guild lines in evaluating options and reaching a consensus
35. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
joint gain
irritators
flower child negotiator
Particularism
36. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
inert knowledge problem
ZOPA
active listening
partnership model
37. 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.
affective route
setting limits
sequence planning
active listening activities
38. Someone who is too concerned with win-win negotiations they forget to claim resources
illusion of transparecy
flower child negotiator
errors that prevent agreement
a position in negotiation
39. The worst agreement you're willing to accept ('walk-away')
horizon thinkng
joint gain
reservation price
GRIP goals
40. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
social loafing
errors that prevent agreement
old fashioned negotiator
dispositional attribution
41. 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
cognitive route
enlightened negotiator
distributive negotiations
verbal minimal encouragers
42. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
premature consessions
common identity groups
nonspecific compensation
perseverance effect
43. Clients are treated like partners
defend/attack spirals
partnership model
convergent thinking
relevant polarity framing
44. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
most common cognitive mistakes in Negotiation
a position in negotiation
active listening activities
equal concession negotiaitor
45. Form of hypothesis testing - or trial and error
social striving
dispositional attribution
inductive reasoning
common identity groups
46. Believing something is true even after it has been proven not
argument dilution
perseverance effect
commitment
seller status framing
47. Negotiators thinking they are revealing more information that they actually are
walk away alternative
communication in negotiaion
illusory correlation
illusion of transparecy
48. When a problem solver bases a strategy on familiar methods
verbal minimal encouragers
integrative negotiation
functional fixedness
convergent thinking
49. 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)
exploration of options
non-verbal attending
convergent thinking
deterrence based trust
50. External standards or precedents that might convince one or both parties that a proposed agreement is fair
sequence planning
egalitarianism hierarchy
old fashioned negotiator
legitimacy