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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 worst agreement you're willing to accept ('walk-away')
illusion of transparecy
perseverance effect
illusory correlation
reservation price
2. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
deductive reasoning
egalitarianism hierarchy
active listening
walk away alternative
3. Brainstorming - electronic brainstorming - surveys
problem solving model
ways to generate options to a problem
identification based trust
deterrence based trust
4. Members who are attracted to the group
horizon thinkng
affective route
unbundling
common identity groups
5. The total of the gains earned by each party in the negotiation
perseverance effect
joint gain
convergent thinking
contingency contracts
6. Expand the amount of available resources
problem solving model
issue mix
irritators
integrative negotiation
7. Clients are treated like partners
reciprocity principle
partnership model
integrative negotiation
irritators
8. When a problem solver bases a strategy on familiar methods
gamblers fallacy
errors that prevent agreement
functional fixedness
base rates
9. 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
illusion of transparecy
relationship issues
some guild lines in evaluating options and reaching a consensus
cognitive route
10. The ability to change a losing coalition into winning coalition
argument dilution
exploration of options
pivotal power
affective route
11. 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
relevant polarity framing
BATNA
multiparty negotiations
unbundling
12. The process of drawing logical conclusions
key components in Negotiation
deductive reasoning
reservation price
sunk cost framing
13. Someone who is too concerned with win-win negotiations they forget to claim resources
circular logrolli
options
key components in Negotiation
flower child negotiator
14. 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
tunnel vision
a position in negotiation
key components in Negotiation
15. We feel obligated to return in kind what others have offered or given us
issue mix
reciprocity principle
individual collectivism
logrolling
16. 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
barrier to agreement
communication in negotiaion
some guild lines in evaluating options and reaching a consensus
integrative negotiation
17. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
false conflict or illusory conflict
gamblers fallacy
contingency contracts
illusion of transparecy
18. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words
impossibilty theorem
illusion of transparecy
reflections
setting limits
19. Out of the box thinking
affective route
divergent thinking
sequence vs. issue planning
common identity groups
20. Making projections about future outcomes
premature consessions
horizon thinkng
equal concession negotiaitor
functional fixedness
21. Based on intuition and emotion
errors that prevent agreement
argument dilution
endowment effect
affective route
22. 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
most common cognitive mistakes in Negotiation
reciprocity principle
multiphase negotiations
23. What can i do if i walk away without agreement? which is best
walk away alternative
horizon thinkng
seller status framing
integrative negotiation
24. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
active listening activities
inductive reasoning
defend/attack spirals
illusion of transparecy
25. What you say you want - your solution
a position in negotiation
identification based trust
circular logrolli
reservation price
26. Zone Of Possible Aggreements defined by range between parties' reservation prices
ZOPA
issue mix
exploration of options
brainwriting
27. Tendency for people in group negotiations to underestimate the number of feasible options
circular logrolli
tunnel vision
base rates
active listening
28. 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
an interest in negotiation
some options by redefining the problems (alternative solutions)
inductive reasoning
commitment
29. 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
problem solving model
BATNA
active listening
30. Your Best Alternative To a Negotiated Agreement
options
BATNA
functional fixedness
gamblers fallacy
31. Working harder in a group
social striving
verbal minimal encouragers
errors that prevent agreement
irritators
32. 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
circular logrolli
exploration of options
GRIP goals
33. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
old fashioned negotiator
GRIP goals
ways to generate options to a problem
options
34. 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.
aspect ratio framing
issue mix
setting limits
sequence planning
35. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
affective route
tunnel vision
relationship issues
brainwriting
36. Proceed towards one answer
BATNA
some options by redefining the problems (alternative solutions)
sunk cost framing
convergent thinking
37. Members who are attracted to particular members
common bond groups
argument dilution
identification based trust
horizon thinkng
38. reliability - mutual acceptance - emotions
ZOPA
illusion of transparecy
an interest in negotiation
relationship issues
39. Skilled negotiators - if they decided to attack - gave no warning and attacked severely
some guild lines in evaluating options and reaching a consensus
cohension
most common cognitive mistakes in Negotiation
defend/attack spirals
40. The derivation of group preference from individual preference is indeterminate
egalitarianism hierarchy
aspect ratio framing
seller status framing
impossibilty theorem
41. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
ways to generate options to a problem
communication in negotiaion
sequence vs. issue planning
a position in negotiation
42. 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)
an interest in negotiation
non-verbal attending
logrolling
unbundling
43. Goals and interests related to: Gain - relationship - identity - process
defend/attack spirals
reservation price
GRIP goals
integrative negotiation
44. What you really care about - wants needs etc
seller status framing
most common cognitive mistakes in Negotiation
distributive negotiations
an interest in negotiation
45. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
active listening
old fashioned negotiator
aspect ratio framing
irritators
46. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
most common cognitive mistakes in Negotiation
problem solving model
key steps in integrative negotiation
verbal minimal encouragers
47. 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
non-verbal attending
things to look for when identifying and define the problem
relationship issues
some options by redefining the problems (alternative solutions)
48. How much utility we derive depends on who is providing it
active listening
old fashioned negotiator
common identity groups
Particularism
49. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
GRIP goals
barrier to agreement
horizon thinkng
active listening activities
50. Basic human motive concerning preservation of the self versus collective
horizon thinkng
commitment
individual collectivism
active listening