Test your basic knowledge |


Subject : soft-skills
  • Answer 50 questions in 15 minutes.
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  • Match each statement with the correct term.
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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. Making projections about future outcomes

2. The worst agreement you're willing to accept ('walk-away')

3. 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)

4. Listening actively and empathetically to whatever the other party says

5. Someone who believs one must adopt a tough hard stance to negotiate

6. Working less hard in a group

7. External standards or precedents that might convince one or both parties that a proposed agreement is fair

8. Members who are attracted to particular members

9. Grounded bahvioral predicatability and it occurs when a person has enough information about others to understand them and accurately predict their behavior

10. Mental model of negotiation in which people consider negotiation to be the task of definin and solving a problem

11. Skilled negotiators - if they decided to attack - gave no warning and attacked severely

12. Proceed towards one answer

13. Sellers of a product/service will place a higher value on the product/service than will the buyer or third party.

14. 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

15. One negotiator receives what he or she wants and the other is compensated by some method that was initially out of reach

16. Believing something is true even after it has been proven not

17. Basic human motive concerning preservation of the self versus collective

18. What you really care about - wants needs etc

19. Skilled negotiators tended to avoid saying gratuitous things about themselves - avoided self descriptions of 'fair' or 'reasonable' and comments such as generous offer

20. 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

21. Words and sounds - E.g. Really? - You're kidding! - Then what happened - Uh-huh

22. 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

23. Prepare to listen - Non-verbal attending - Verbally interact with and Encourage the speaker(helps ensure understanding)

24. Negotiators thinking they are revealing more information that they actually are

25. Splitting the difference or compromising which is ofern mistaken for win-win negotiaitions

26. Clarify the meaning of communications and check perceptions with the speaker exp. paraphrase in own words

27. Implemented over time in different phases - each phase has own promises and dealings - early phases: become familiar with other's Negotiation Style - Build Trust - Monitor Other party to ensure follow through - Walk away from Disconcerting negotiati

28. What you say you want - your solution

29. '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

30. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation

31. Based on consistency of behvior

32. Grounded in complete empathy with another persons desires and intentions

33. Skilled negotiators considered a wider range of outcomes or options than did average negotiators - they seem to demonstrate a willingness to consider counterparts' options

34. Someone who is too concerned with win-win negotiations they forget to claim resources

35. reliability - mutual acceptance - emotions

36. 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.

37. Dies-hard bargainers - Lack of trust - Sabotage from weak commitments - Differences in gender and culture - Difficulties in communication

38. The process of drawing logical conclusions

39. The ability to change a losing coalition into winning coalition

40. Means by which people influence others

41. 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

42. See invalid correlations between events

43. Tendency for people in group negotiations to underestimate the number of feasible options

44. One that calls into question anothers character

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

46. Your Best Alternative To a Negotiated Agreement

47. The tendency to treat chance events as though they have a built in evening out mechanism

48. What can i do if i walk away without agreement? which is best

49. Making concessions on issues before they are even requested

50. The strenght of positive relations within a team