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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. What you say you want - your solution
a position in negotiation
BATNA
logrolling
illusory correlation
2. Proceed towards one answer
cognitive route
convergent thinking
flower child negotiator
active listening
3. The ability to change a losing coalition into winning coalition
pivotal power
exploration of options
legitimacy
functional fixedness
4. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem
identification based trust
problem solving model
multiparty negotiations
seller status framing
5. 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
some guild lines in evaluating options and reaching a consensus
relationship issues
individual collectivism
contingency contracts
6. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options
most common cognitive mistakes in Negotiation
multiparty negotiations
exploration of options
common bond groups
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
integrative negotiation
deterrence based trust
a position in negotiation
setting limits
8. 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
inductive reasoning
social striving
partnership model
9. Listening actively and empathetically to whatever the other party says
relevant polarity framing
communication in negotiaion
active listening activities
options
10. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.
ZOPA
endowment effect
unbundling
multiparty negotiations
11. The derivation of group preference from individual preference is indeterminate
impossibilty theorem
logrolling
endowment effect
deductive reasoning
12. Based on rational and deliberate thoughts
relevant polarity framing
a position in negotiation
common identity groups
cognitive route
13. Out of the box thinking
multiphase negotiations
common bond groups
defend/attack spirals
divergent thinking
14. When a problem solver bases a strategy on familiar methods
endowment effect
barrier to agreement
key steps in integrative negotiation
functional fixedness
15. Group members independently write down ideas for resolvig negotiation then meet a share the ideas
circular logrolli
social striving
sequence planning
brainwriting
16. '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
inductive reasoning
relevant polarity framing
some guild lines in evaluating options and reaching a consensus
cognitive route
17. How much utility we derive depends on who is providing it
cohension
deterrence based trust
individual collectivism
Particularism
18. 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
joint gain
old fashioned negotiator
things to look for when identifying and define the problem
brainwriting
19. Goals and interests related to: Gain - relationship - identity - process
equal concession negotiaitor
circular logrolli
commitment
GRIP goals
20. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)
sequence vs. issue planning
key components in Negotiation
circular logrolli
errors that prevent agreement
21. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh
integrative negotiation
verbal minimal encouragers
issue mix
nonspecific compensation
22. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication
sequence vs. issue planning
contingency contracts
defend/attack spirals
barrier to agreement
23. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation
inductive reasoning
relevant polarity framing
some guild lines in evaluating options and reaching a consensus
individual collectivism
24. Someone who believs one must adopt a tough hard stance to negotiate
joint gain
egalitarianism hierarchy
old fashioned negotiator
cognitive route
25. Tendency for people in group negotiations to underestimate the number of feasible options
false conflict or illusory conflict
tunnel vision
distributive negotiations
cohension
26. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues
exploration of options
argument dilution
active listening
identification based trust
27. reliability - mutual acceptance - emotions
relationship issues
illusion of transparecy
ways to generate options to a problem
some options by redefining the problems (alternative solutions)
28. See invalid correlations between events
communication in negotiaion
illusory correlation
multiphase negotiations
active listening
29. The tendency to treat chance events as though they have a built in evening out mechanism
issue mix
logrolling
gamblers fallacy
multiparty negotiations
30. Basic human motive concerning preservation of the self versus collective
active listening
individual collectivism
some guild lines in evaluating options and reaching a consensus
key steps in integrative negotiation
31. 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
barrier to agreement
commitment
most common cognitive mistakes in Negotiation
32. Making concessions on issues before they are even requested
enlightened negotiator
unbundling
relationship issues
premature consessions
33. The frequency with which some event or pattern occurs in the general population
base rates
contingency contracts
some options by redefining the problems (alternative solutions)
key steps in integrative negotiation
34. BATNA - Reservation Price - ZOPA - Value Creation through Trades
key components in Negotiation
reciprocity principle
joint gain
illusory correlation
35. Expand the amount of available resources
reflections
aspect ratio framing
integrative negotiation
gamblers fallacy
36. External standards or precedents that might convince one or both parties that a proposed agreement is fair
options
individual collectivism
common identity groups
legitimacy
37. Form of hypothesis testing - or trial and error
inductive reasoning
key steps in integrative negotiation
false conflict or illusory conflict
perseverance effect
38. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative
deterrence based trust
exploration of options
key steps in integrative negotiation
social striving
39. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer
logrolling
irritators
non-verbal attending
integrative negotiation
40. Members who are attracted to the group
relationship issues
integrative negotiation
some options by redefining the problems (alternative solutions)
common identity groups
41. Means by which people influence others
egalitarianism hierarchy
tunnel vision
gamblers fallacy
some guild lines in evaluating options and reaching a consensus
42. Based on intuition and emotion
affective route
verbal minimal encouragers
endowment effect
brainwriting
43. Believing something is true even after it has been proven not
perseverance effect
commitment
pivotal power
false conflict or illusory conflict
44. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach
perseverance effect
joint gain
horizon thinkng
nonspecific compensation
45. Brainstorming - electronic brainstorming - surveys
flower child negotiator
integrative negotiation
most common cognitive mistakes in Negotiation
ways to generate options to a problem
46. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)
active listening activities
sequence vs. issue planning
common bond groups
some options by redefining the problems (alternative solutions)
47. What you really care about - wants needs etc
functional fixedness
an interest in negotiation
walk away alternative
issue mix
48. The union of both parties issue sets
setting limits
horizon thinkng
a position in negotiation
issue mix
49. The process of drawing logical conclusions
logrolling
social loafing
deductive reasoning
joint gain
50. Negotiators thinking they are revealing more information that they actually are
legitimacy
illusion of transparecy
brainwriting
convergent thinking