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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. Goals and interests related to: Gain - relationship - identity - process
BATNA
GRIP goals
reciprocity principle
an interest in negotiation
2. Means by which people influence others
perseverance effect
affective route
egalitarianism hierarchy
nonspecific compensation
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
defend/attack spirals
inert knowledge problem
multiparty negotiations
barrier to agreement
4. See invalid correlations between events
illusory correlation
irritators
an interest in negotiation
communication in negotiaion
5. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
unbundling
Particularism
issue mix
exploration of options
6. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
irritators
options
illusion of transparecy
relevant polarity framing
7. One that calls into question anothers character
equal concession negotiaitor
errors that prevent agreement
sequence planning
dispositional attribution
8. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
errors that prevent agreement
sequence vs. issue planning
most common cognitive mistakes in Negotiation
premature consessions
9. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
integrative negotiation
ways to generate options to a problem
active listening
impossibilty theorem
10. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions
unbundling
equal concession negotiaitor
reciprocity principle
partnership model
11. Zone Of Possible Aggreements defined by range between parties' reservation prices
flower child negotiator
impossibilty theorem
reflections
ZOPA
12. 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
Particularism
non-verbal attending
some guild lines in evaluating options and reaching a consensus
13. Form of hypothesis testing - or trial and error
inductive reasoning
enlightened negotiator
active listening activities
Particularism
14. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
sequence vs. issue planning
impossibilty theorem
affective route
communication in negotiaion
15. Unable to acces knowledge when we need it
relevant polarity framing
defend/attack spirals
inert knowledge problem
issue mix
16. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
contingency contracts
nonspecific compensation
social striving
a position in negotiation
17. Based on consistency of behvior
deterrence based trust
convergent thinking
verbal minimal encouragers
legitimacy
18. The frequency with which some event or pattern occurs in the general population
inductive reasoning
base rates
knowledge based trust
aspect ratio framing
19. 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
tunnel vision
integrative negotiation
illusion of transparecy
GRIP goals
20. Members who are attracted to the group
common identity groups
key steps in integrative negotiation
deductive reasoning
social loafing
21. Someone who believs one must adopt a tough hard stance to negotiate
common identity groups
old fashioned negotiator
GRIP goals
horizon thinkng
22. Someone who is too concerned with win-win negotiations they forget to claim resources
equal concession negotiaitor
illusion of transparecy
flower child negotiator
impossibilty theorem
23. Based on rational and deliberate thoughts
deterrence based trust
social striving
cognitive route
inert knowledge problem
24. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
exploration of options
some guild lines in evaluating options and reaching a consensus
problem solving model
social striving
25. The union of both parties issue sets
endowment effect
issue mix
aspect ratio framing
divergent thinking
26. Basic human motive concerning preservation of the self versus collective
issue mix
some guild lines in evaluating options and reaching a consensus
individual collectivism
impossibilty theorem
27. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
egalitarianism hierarchy
barrier to agreement
old fashioned negotiator
circular logrolli
28. External standards or precedents that might convince one or both parties that a proposed agreement is fair
joint gain
reciprocity principle
ways to generate options to a problem
legitimacy
29. Expand the amount of available resources
integrative negotiation
issue mix
legitimacy
reflections
30. 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
some options by redefining the problems (alternative solutions)
gamblers fallacy
reflections
active listening
31. reliability - mutual acceptance - emotions
perseverance effect
tunnel vision
relationship issues
gamblers fallacy
32. 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
defend/attack spirals
distributive negotiations
inert knowledge problem
33. 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.
distributive negotiations
some guild lines in evaluating options and reaching a consensus
sequence planning
inductive reasoning
34. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
walk away alternative
tunnel vision
relationship issues
endowment effect
35. 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
impossibilty theorem
distributive negotiations
some guild lines in evaluating options and reaching a consensus
commitment
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
aspect ratio framing
legitimacy
exploration of options
circular logrolli
37. Members who are attracted to particular members
an interest in negotiation
some guild lines in evaluating options and reaching a consensus
common bond groups
sequence planning
38. Tendency for people in group negotiations to underestimate the number of feasible options
illusion of transparecy
problem solving model
defend/attack spirals
tunnel vision
39. How much utility we derive depends on who is providing it
illusory correlation
Particularism
egalitarianism hierarchy
walk away alternative
40. The tendency to treat chance events as though they have a built in evening out mechanism
barrier to agreement
gamblers fallacy
GRIP goals
deterrence based trust
41. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
defend/attack spirals
options
exploration of options
functional fixedness
42. The process of drawing logical conclusions
endowment effect
options
deductive reasoning
functional fixedness
43. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
commitment
defend/attack spirals
enlightened negotiator
multiphase negotiations
44. What can i do if i walk away without agreement? which is best
false conflict or illusory conflict
a position in negotiation
walk away alternative
non-verbal attending
45. 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
distributive negotiations
base rates
knowledge based trust
an interest in negotiation
46. Believing something is true even after it has been proven not
identification based trust
convergent thinking
perseverance effect
key components in Negotiation
47. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
setting limits
dispositional attribution
old fashioned negotiator
flower child negotiator
48. The worst agreement you're willing to accept ('walk-away')
reservation price
legitimacy
nonspecific compensation
setting limits
49. Proceed towards one answer
convergent thinking
integrative negotiation
nonspecific compensation
brainwriting
50. What you really care about - wants needs etc
integrative negotiation
illusion of transparecy
ZOPA
an interest in negotiation