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. Identify and define the problem - Understand the problem fully - identify interests and needs on both sides - Generate alternative solutions - Evaluate and select among alternative

2. Making concessions on issues before they are even requested

3. 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

4. Members who are attracted to particular members

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

6. 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

7. Division of large - all encompassing issues into smaller more manageable ones

8. Involves trade iffs that require each group member to offer another member a concession on one issue while receiving a concession from yet another group member on a different issue

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

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

11. Skilled negotiators used fewer reasons to back up each of his/her arguments only moving to subsidiary reasons only if main reason began to wither.

12. Brainstorming - electronic brainstorming - surveys

13. Based on intuition and emotion

14. The union of both parties issue sets

15. Your Best Alternative To a Negotiated Agreement

16. 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.

17. See invalid correlations between events

18. Working harder in a group

19. 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

20. The process of drawing logical conclusions

21. BATNA - Reservation Price - ZOPA - Value Creation through Trades

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

23. Form of hypothesis testing - or trial and error

24. Expand the amount of available resources

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

26. Based on consistency of behvior

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

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

29. 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

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

31. Possible agreements or part of agreemenrrs that you might reach with your negotiation party

32. The total of the gains earned by each party in the negotiation

33. What you really care about - wants needs etc

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

35. How much utility we derive depends on who is providing it

36. When a problem solver bases a strategy on familiar methods

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

38. '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

39. One that calls into question anothers character

40. 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

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

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)

43. Unable to acces knowledge when we need it

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

45. Working less hard in a group

46. 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.

47. Irrational excalation - Partisian Perceptions - Unreasonable expectations - Overconfidence - Unchecked emotions

48. The derivation of group preference from individual preference is indeterminate

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

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