Test your basic knowledge |


Subject : soft-skills
  • 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 really care about - wants needs etc

2. Working harder in a group

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

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

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

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

7. See invalid correlations between events

8. 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

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

10. Form of hypothesis testing - or trial and error

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

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

13. Means by which people influence others

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

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

16. 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)

17. One that calls into question anothers character

18. 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

19. reliability - mutual acceptance - emotions

20. 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!)

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

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

23. The union of both parties issue sets

24. Based on consistency of behvior

25. We feel obligated to return in kind what others have offered or given us

26. 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

27. Agreements wherein negotiators make bets based on their differences in beliefs forecasts risk profiles and interests

28. Clients are treated like partners

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

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

31. Your Best Alternative To a Negotiated Agreement

32. 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

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

34. Based on rational and deliberate thoughts

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

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

37. Zone Of Possible Aggreements defined by range between parties' reservation prices

38. Unable to acces knowledge when we need it

39. Expand the amount of available resources

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

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

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

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

44. Based on intuition and emotion

45. Proceed towards one answer

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

47. Goals and interests related to: Gain - relationship - identity - process

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

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

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