Test your basic knowledge |


Subject : soft-skills
  • Answer 50 questions in 15 minutes.
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  • 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. Negotiator unilaterally deduces what the counterpartys true interests are - and where the joint gains are by listening to their responses in negotiation

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

3. Based on consistency of behvior

4. Also known as Reflective Listening - as we can reflect on what was said - how it was said - and the nonverbal cues

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

6. The union of both parties issue sets

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

8. 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

9. See invalid correlations between events

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

11. 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

12. 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!)

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

14. Based on intuition and emotion

15. What you really care about - wants needs etc

16. Based on rational and deliberate thoughts

17. '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

18. One that calls into question anothers character

19. reliability - mutual acceptance - emotions

20. Your Best Alternative To a Negotiated Agreement

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

22. Means by which people influence others

23. Out of the box thinking

24. Members who are attracted to the group

25. Clients are treated like partners

26. The process of drawing logical conclusions

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

28. Working harder in a group

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

30. The strategy of trading off in a negotiaion so as to capitalize on differet strengths of preference

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

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

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

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

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

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

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

38. A situation in which conflict does not exist between people yet they erroneously perceive the presence of conflict

39. Group members independently write down ideas for resolvig negotiation then meet a share the ideas

40. Members who are attracted to particular members

41. Expand the amount of available resources

42. The strenght of positive relations within a team

43. 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.

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

45. 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

46. 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)

47. 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

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

49. Brainstorming - electronic brainstorming - surveys

50. Form of hypothesis testing - or trial and error