Home > Negotiation 101 > Quizzes > Negotiation 101 Practice Test: Basics of Influence 2
Negotiation 101 Practice Test: Basics of Influence 2
Fast practice, instant feedback. Timer auto-submits when time’s up.
Avg score: 78% • Most missed: “In mapping the influence landscape, it is important to attend not just to the ta…”

Related Test: Negotiation 101 Practice Test: Basics of Influence

Negotiation 101 Practice Test: Basics of Influence 2
Time left 00:00
20 Questions

1. In structuring the message, one important thing to emphasize is the ____________ the other party gains from accepting our proposal

2. When negotiators are on the ____________ end of a proposal, they frequently choose not to talk about the attractive features of an offer but rather to highlight why certain features are undesirable

3. ____________ means repeating in our own words what someone else has said

4. In mapping the influence landscape, it is important to attend not just to the target of influence, but also to ____________ or coalitions that support the target

5. One of the most effective ways of getting people to stand firm on a position is to have themmake a _______________ to that position

6. Exchange is the process of offering ____________ to secure the other's compliance and cooperation

7. The best way to inoculate people against attacks on their position is to involve them in, developing a ____________

8. Emotion combined with ____________ leads to assertiveness and determination

9. Negotiators who can use active approaches are generally more persuasive than those who don't, since an active approach requires the receiver to exert effort, which leads to involvement, which leads to ____________

10. When presenting a two-sided argument, it is more effective to present the preferred argument____________

11. The principle of _______________ suggests that people look to others to determine the correct response in many situations

12. Establishing your personal expertise is preferred to highlighting differences in positional power, especially if the goal is no just simple short-term ____________, but longer term relational benefits as well

13. ____________ involves enhancing the other's self-image or reputation through our statements or actions, and thus enhancing our own image in the same way

14. The ____________ effect states that the first item in a long list of items is the one most likely to be remembered

15. Persuasion that occurs through the ____________ route is less likely to bring about real attitudechange, is more likely to last a shorter time, and is more vulnerable to counterinfluence

16. Negotiators are frequently ineffective because they respond only to what they ____________ is the other party's statement or proposal

17. The ____________ route is characterized by subtle cues and context, with less cognitive processing of the message

18. Source credibility depends mostly on three things: the qualifications of the source, the perceived ____________ of the source, and self-presentation

19. The principle of ____________ suggests that when things are less available, they will have more influence

20. As a person listens to a persuasive argument, part of their attention is devoted to what is being said, but a large portion is also devoted to developing ____________

⚡ Recently practiced quizzes in this topic
Live quiz activity
Negotiation 101 Practice Test: Strategy and Planning Negotiation 101 Practice Test: Basics of Communication 2 Negotiation 101 Practice Test: Integrative Negotiation 2 Negotiation 101 Practice Test: Basics of Perception, Cognition, and Emotion 2 Negotiation 101 Practice Test: Basic of Negotiation 2 Negotiation 101 Practice Test: Multiple Parties and Teams in Negotiation Negotiation 101 Practice Test: Personality and Abilities
 
❤ If you liked Fatskills, consider supporting us by checking out The Life Manuals You Never Got.

🌈  Our mission is to help improve your scores in any subject and exam withonline quizzes, practice tests, study guides, & advice for students. Since 2018.
About | Explore | User Guide | Topics | Subjects | Doubt Solver | Career Aptitude Test | Answers | Free Tools | OSHA Basics Quiz | What Should We Know?
Privacy | Terms |
Without work one finishes nothing. - Ralph Waldo Emerson
© 2026 Fatskills.com

All trademarks, logos and brand names are the property of their respective owners. All company, product and service names used in this website are for identification purposes only. Use of these names, trademarks and brands does not imply endorsement.