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. Members who are attracted to particular members

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

3. reliability - mutual acceptance - emotions

4. Based on consistency of behvior

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

6. Someone who realizes both that the pie can be expanded and who does not forget to claim resources

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

8. Based on rational and deliberate thoughts

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

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

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

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

13. 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

14. 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

15. The union of both parties issue sets

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

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

18. 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.

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

20. The process of drawing logical conclusions

21. Your Best Alternative To a Negotiated Agreement

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

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

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

25. 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!)

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

27. What you say you want - your solution

28. 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

29. 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

30. 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

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

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

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

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

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

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

37. One that calls into question anothers character

38. Out of the box thinking

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

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

41. Unable to acces knowledge when we need it

42. Means by which people influence others

43. 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

44. 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.

45. Based on intuition and emotion

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

47. 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)

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

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

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