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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. Division of large - all encompassing issues into smaller more manageable ones
old fashioned negotiator
unbundling
ways to generate options to a problem
individual collectivism
2. Clients are treated like partners
inductive reasoning
partnership model
base rates
BATNA
3. If we reach agreement - we commit to some option
common bond groups
tunnel vision
some options by redefining the problems (alternative solutions)
commitment
4. Negotiators thinking they are revealing more information that they actually are
illusion of transparecy
problem solving model
flower child negotiator
inductive reasoning
5. Working less hard in a group
social loafing
deterrence based trust
a position in negotiation
common bond groups
6. The tendency to treat chance events as though they have a built in evening out mechanism
illusory correlation
GRIP goals
illusion of transparecy
gamblers fallacy
7. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators
perseverance effect
setting limits
integrative negotiation
equal concession negotiaitor
8. BATNA - Reservation Price - ZOPA - Value Creation through Trades
functional fixedness
false conflict or illusory conflict
key components in Negotiation
old fashioned negotiator
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
cognitive route
Particularism
exploration of options
some guild lines in evaluating options and reaching a consensus
10. The worst agreement you're willing to accept ('walk-away')
inert knowledge problem
dispositional attribution
reservation price
affective route
11. Based on rational and deliberate thoughts
sequence vs. issue planning
joint gain
cognitive route
setting limits
12. Your Best Alternative To a Negotiated Agreement
sequence planning
nonspecific compensation
barrier to agreement
BATNA
13. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
options
ways to generate options to a problem
social loafing
problem solving model
14. Goals and interests related to: Gain - relationship - identity - process
GRIP goals
nonspecific compensation
non-verbal attending
integrative negotiation
15. Based on intuition and emotion
divergent thinking
legitimacy
affective route
aspect ratio framing
16. What you say you want - your solution
a position in negotiation
ways to generate options to a problem
inert knowledge problem
joint gain
17. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
impossibilty theorem
sequence vs. issue planning
setting limits
defend/attack spirals
18. '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
communication in negotiaion
errors that prevent agreement
relevant polarity framing
tunnel vision
19. Form of hypothesis testing - or trial and error
inductive reasoning
argument dilution
an interest in negotiation
some options by redefining the problems (alternative solutions)
20. Possible agreements or part of agreemenrrs that you might reach with your negotiation party
GRIP goals
options
ZOPA
old fashioned negotiator
21. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior
relevant polarity framing
egalitarianism hierarchy
illusory correlation
knowledge based trust
22. Based on consistency of behvior
active listening
an interest in negotiation
common identity groups
deterrence based trust
23. Basic human motive concerning preservation of the self versus collective
sequence vs. issue planning
most common cognitive mistakes in Negotiation
individual collectivism
flower child negotiator
24. 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
things to look for when identifying and define the problem
Particularism
aspect ratio framing
25. The strenght of positive relations within a team
setting limits
ways to generate options to a problem
knowledge based trust
cohension
26. 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
egalitarianism hierarchy
perseverance effect
non-verbal attending
27. 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
BATNA
sunk cost framing
horizon thinkng
28. Members who are attracted to the group
key steps in integrative negotiation
things to look for when identifying and define the problem
common identity groups
relevant polarity framing
29. Grounded in complete empathy with another persons desires and intentions
argument dilution
commitment
key components in Negotiation
identification based trust
30. reliability - mutual acceptance - emotions
circular logrolli
cohension
relationship issues
identification based trust
31. Making projections about future outcomes
multiphase negotiations
horizon thinkng
pivotal power
common identity groups
32. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
endowment effect
deterrence based trust
key components in Negotiation
partnership model
33. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
social loafing
brainwriting
ways to generate options to a problem
nonspecific compensation
34. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
sequence vs. issue planning
barrier to agreement
sequence planning
pivotal power
35. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
flower child negotiator
exploration of options
old fashioned negotiator
relevant polarity framing
36. Proceed towards one answer
multiparty negotiations
convergent thinking
multiphase negotiations
divergent thinking
37. The derivation of group preference from individual preference is indeterminate
issue mix
aspect ratio framing
impossibilty theorem
contingency contracts
38. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions
inductive reasoning
ZOPA
deductive reasoning
errors that prevent agreement
39. 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
social striving
integrative negotiation
BATNA
active listening activities
40. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference
distributive negotiations
social striving
ZOPA
logrolling
41. One that calls into question anothers character
verbal minimal encouragers
dispositional attribution
cohension
Particularism
42. 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
integrative negotiation
tunnel vision
equal concession negotiaitor
aspect ratio framing
43. Working harder in a group
issue mix
deterrence based trust
social striving
flower child negotiator
44. Zone Of Possible Aggreements defined by range between parties' reservation prices
reciprocity principle
sunk cost framing
BATNA
ZOPA
45. Someone who realizes both that the pie can be expanded and who does not forget to claim resources
enlightened negotiator
tunnel vision
affective route
communication in negotiaion
46. What can i do if i walk away without agreement? which is best
seller status framing
walk away alternative
dispositional attribution
social loafing
47. The ability to change a losing coalition into winning coalition
pivotal power
some options by redefining the problems (alternative solutions)
deductive reasoning
perseverance effect
48. Members who are attracted to particular members
common bond groups
setting limits
pivotal power
seller status framing
49. 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
circular logrolli
horizon thinkng
premature consessions
seller status framing
50. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
GRIP goals
argument dilution
perseverance effect
verbal minimal encouragers