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. The process of drawing logical conclusions

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

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

4. Making projections about future outcomes

5. '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

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

7. Based on intuition and emotion

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. Your Best Alternative To a Negotiated Agreement

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

11. Focus on commonalities - Address need and interests - Commit to meet all parties needs - exchange info and ideas - invent options for mutual gain - use objective criteria to set standards

12. reliability - mutual acceptance - emotions

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

14. Members who are attracted to the group

15. Unable to acces knowledge when we need it

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

17. What you say you want - your solution

18. The strenght of positive relations within a team

19. 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

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. 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

22. 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

23. One that calls into question anothers character

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

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

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

27. 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!)

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

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

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

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

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

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

34. Based on rational and deliberate thoughts

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

36. Out of the box thinking

37. Expand the amount of available resources

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

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

40. 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

41. Average Negotiators more reliant on sequence planning - Skilled Negotiators more likely to use issue planning (more flexible plan)

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

43. 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

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

45. What you really care about - wants needs etc

46. Skilled negotiators were significantly more likely to set upper and lower limits - planning was done in terms of ranges - more flexible than average negotiators

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

48. 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

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

50. The frequency with which some event or pattern occurs in the general population