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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. Listening actively and empathetically to whatever the other party says
communication in negotiaion
an interest in negotiation
integrative negotiation
BATNA
2. Your Best Alternative To a Negotiated Agreement
equal concession negotiaitor
a position in negotiation
inductive reasoning
BATNA
3. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict
false conflict or illusory conflict
social striving
endowment effect
active listening
4. Negotiators thinking they are revealing more information that they actually are
social striving
enlightened negotiator
illusion of transparecy
flower child negotiator
5. 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
legitimacy
multiparty negotiations
affective route
defend/attack spirals
6. The tendency to treat chance events as though they have a built in evening out mechanism
gamblers fallacy
cognitive route
an interest in negotiation
problem solving model
7. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
cohension
knowledge based trust
non-verbal attending
most common cognitive mistakes in Negotiation
8. 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
individual collectivism
walk away alternative
false conflict or illusory conflict
9. Clients are treated like partners
gamblers fallacy
partnership model
things to look for when identifying and define the problem
functional fixedness
10. Members who are attracted to particular members
legitimacy
ways to generate options to a problem
issue mix
common bond groups
11. Out of the box thinking
a position in negotiation
active listening
logrolling
divergent thinking
12. Members who are attracted to the group
multiparty negotiations
GRIP goals
BATNA
common identity groups
13. Brainstorming - electronic brainstorming - surveys
some options by redefining the problems (alternative solutions)
ways to generate options to a problem
affective route
cohension
14. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
verbal minimal encouragers
non-verbal attending
illusion of transparecy
key components in Negotiation
15. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
aspect ratio framing
irritators
inert knowledge problem
multiphase negotiations
16. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests
common identity groups
inductive reasoning
contingency contracts
errors that prevent agreement
17. Means by which people influence others
identification based trust
exploration of options
egalitarianism hierarchy
defend/attack spirals
18. BATNA - Reservation Price - ZOPA - Value Creation through Trades
Particularism
key components in Negotiation
perseverance effect
logrolling
19. Working harder in a group
tunnel vision
multiparty negotiations
premature consessions
social striving
20. Making concessions on issues before they are even requested
problem solving model
premature consessions
a position in negotiation
enlightened negotiator
21. We feel obligated to return in kind what others have offered or given us
inductive reasoning
legitimacy
key steps in integrative negotiation
reciprocity principle
22. The strenght of positive relations within a team
Particularism
impossibilty theorem
reservation price
cohension
23. The derivation of group preference from individual preference is indeterminate
inert knowledge problem
reservation price
impossibilty theorem
irritators
24. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
a position in negotiation
horizon thinkng
cohension
active listening
25. Someone who believs one must adopt a tough hard stance to negotiate
some options by redefining the problems (alternative solutions)
relevant polarity framing
old fashioned negotiator
inductive reasoning
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
some guild lines in evaluating options and reaching a consensus
Particularism
communication in negotiaion
integrative negotiation
27. Someone who is too concerned with win-win negotiations they forget to claim resources
individual collectivism
flower child negotiator
key components in Negotiation
perseverance effect
28. Division of large - all encompassing issues into smaller more manageable ones
deterrence based trust
integrative negotiation
unbundling
GRIP goals
29. 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
deterrence based trust
some guild lines in evaluating options and reaching a consensus
most common cognitive mistakes in Negotiation
enlightened negotiator
30. Grounded in complete empathy with another persons desires and intentions
commitment
key steps in integrative negotiation
identification based trust
cognitive route
31. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
brainwriting
walk away alternative
tunnel vision
setting limits
32. Proceed towards one answer
cognitive route
GRIP goals
convergent thinking
multiparty negotiations
33. 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.
integrative negotiation
sequence planning
ZOPA
sunk cost framing
34. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
divergent thinking
nonspecific compensation
convergent thinking
base rates
35. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
BATNA
relationship issues
key steps in integrative negotiation
knowledge based trust
36. The ability to change a losing coalition into winning coalition
integrative negotiation
key components in Negotiation
false conflict or illusory conflict
pivotal power
37. 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
deterrence based trust
impossibilty theorem
seller status framing
common identity groups
38. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
some options by redefining the problems (alternative solutions)
communication in negotiaion
endowment effect
nonspecific compensation
39. 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!)
some options by redefining the problems (alternative solutions)
an interest in negotiation
reciprocity principle
most common cognitive mistakes in Negotiation
40. Working less hard in a group
common identity groups
social loafing
illusion of transparecy
reflections
41. Based on consistency of behvior
deterrence based trust
base rates
social loafing
multiphase negotiations
42. Tendency for people in group negotiations to underestimate the number of feasible options
tunnel vision
joint gain
cohension
key steps in integrative negotiation
43. reliability - mutual acceptance - emotions
relationship issues
commitment
false conflict or illusory conflict
social striving
44. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
inductive reasoning
aspect ratio framing
enlightened negotiator
key steps in integrative negotiation
45. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
a position in negotiation
active listening
defend/attack spirals
setting limits
46. Unable to acces knowledge when we need it
base rates
inert knowledge problem
false conflict or illusory conflict
circular logrolli
47. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
cognitive route
exploration of options
divergent thinking
errors that prevent agreement
48. '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
joint gain
irritators
perseverance effect
49. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
active listening activities
common bond groups
dispositional attribution
enlightened negotiator
50. See invalid correlations between events
illusory correlation
communication in negotiaion
integrative negotiation
active listening activities