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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. 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
circular logrolli
an interest in negotiation
integrative negotiation
cognitive route
2. The worst agreement you're willing to accept ('walk-away')
equal concession negotiaitor
brainwriting
defend/attack spirals
reservation price
3. 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.
commitment
argument dilution
cognitive route
active listening
4. When a problem solver bases a strategy on familiar methods
deductive reasoning
individual collectivism
functional fixedness
a position in negotiation
5. External standards or precedents that might convince one or both parties that a proposed agreement is fair
legitimacy
deterrence based trust
social striving
relevant polarity framing
6. The process of drawing logical conclusions
premature consessions
deductive reasoning
setting limits
integrative negotiation
7. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
egalitarianism hierarchy
options
active listening activities
reservation price
8. The ability to change a losing coalition into winning coalition
reciprocity principle
pivotal power
individual collectivism
problem solving model
9. 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.
functional fixedness
integrative negotiation
BATNA
sunk cost framing
10. See invalid correlations between events
horizon thinkng
a position in negotiation
illusory correlation
options
11. Expand the amount of available resources
pivotal power
logrolling
relationship issues
integrative negotiation
12. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
inductive reasoning
false conflict or illusory conflict
functional fixedness
sequence vs. issue planning
13. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
walk away alternative
active listening activities
active listening
deductive reasoning
14. Tendency for people in group negotiations to underestimate the number of feasible options
tunnel vision
perseverance effect
equal concession negotiaitor
inductive reasoning
15. Goals and interests related to: Gain - relationship - identity - process
sunk cost framing
active listening
GRIP goals
identification based trust
16. 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
social striving
integrative negotiation
aspect ratio framing
commitment
17. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
enlightened negotiator
most common cognitive mistakes in Negotiation
options
egalitarianism hierarchy
18. What you say you want - your solution
errors that prevent agreement
barrier to agreement
sequence vs. issue planning
a position in negotiation
19. Believing something is true even after it has been proven not
contingency contracts
perseverance effect
enlightened negotiator
walk away alternative
20. One that calls into question anothers character
walk away alternative
dispositional attribution
legitimacy
key components in Negotiation
21. If we reach agreement - we commit to some option
irritators
aspect ratio framing
commitment
identification based trust
22. Unable to acces knowledge when we need it
common bond groups
nonspecific compensation
individual collectivism
inert knowledge problem
23. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
distributive negotiations
sequence vs. issue planning
setting limits
social striving
24. Zone Of Possible Aggreements defined by range between parties' reservation prices
ZOPA
tunnel vision
knowledge based trust
unbundling
25. 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
seller status framing
deterrence based trust
some guild lines in evaluating options and reaching a consensus
contingency contracts
26. We feel obligated to return in kind what others have offered or given us
active listening activities
reciprocity principle
multiparty negotiations
identification based trust
27. Out of the box thinking
circular logrolli
horizon thinkng
BATNA
divergent thinking
28. 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!)
horizon thinkng
Particularism
most common cognitive mistakes in Negotiation
issue mix
29. Your Best Alternative To a Negotiated Agreement
divergent thinking
BATNA
most common cognitive mistakes in Negotiation
aspect ratio framing
30. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
brainwriting
setting limits
most common cognitive mistakes in Negotiation
nonspecific compensation
31. 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
common bond groups
things to look for when identifying and define the problem
equal concession negotiaitor
multiphase negotiations
32. What can i do if i walk away without agreement? which is best
knowledge based trust
walk away alternative
gamblers fallacy
old fashioned negotiator
33. How much utility we derive depends on who is providing it
relevant polarity framing
problem solving model
some guild lines in evaluating options and reaching a consensus
Particularism
34. reliability - mutual acceptance - emotions
joint gain
relationship issues
seller status framing
egalitarianism hierarchy
35. The frequency with which some event or pattern occurs in the general population
social loafing
cognitive route
relationship issues
base rates
36. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
seller status framing
contingency contracts
deterrence based trust
reflections
37. Proceed towards one answer
convergent thinking
equal concession negotiaitor
nonspecific compensation
deductive reasoning
38. 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
divergent thinking
non-verbal attending
ways to generate options to a problem
39. Members who are attracted to the group
impossibilty theorem
communication in negotiaion
a position in negotiation
common identity groups
40. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
cognitive route
ways to generate options to a problem
relationship issues
false conflict or illusory conflict
41. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
verbal minimal encouragers
flower child negotiator
communication in negotiaion
affective route
42. Division of large - all encompassing issues into smaller more manageable ones
most common cognitive mistakes in Negotiation
unbundling
relationship issues
equal concession negotiaitor
43. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
brainwriting
individual collectivism
some guild lines in evaluating options and reaching a consensus
convergent thinking
44. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
irritators
illusion of transparecy
relevant polarity framing
endowment effect
45. 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
seller status framing
cohension
some options by redefining the problems (alternative solutions)
common bond groups
46. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
social loafing
key components in Negotiation
knowledge based trust
irritators
47. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
inductive reasoning
ZOPA
egalitarianism hierarchy
barrier to agreement
48. Brainstorming - electronic brainstorming - surveys
social striving
ways to generate options to a problem
key components in Negotiation
enlightened negotiator
49. Making concessions on issues before they are even requested
dispositional attribution
premature consessions
enlightened negotiator
convergent thinking
50. Based on consistency of behvior
deterrence based trust
common identity groups
impossibilty theorem
contingency contracts