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Negotiation 101 Practice Test: Personality and Abilities
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Avg score: 50% • Most missed: “Self-efficacy”
Personality traits that can be powerful assets in negotiation include optimism, assertiveness, and a lively, friendly personality. These traits can help dealmakers build bridges, draw out others' interests, and advocate persuasively on their own behalf.  Some other negotiation skills include: Communication: Effective communication skills help you make your intentions clear and establish boundaries Active listening: Involves fully engaging with the other party's words, paying attention to their verbal and non-verbal cues, and demonstrating genuine interest in understanding their... Show more
Negotiation 101 Practice Test: Personality and Abilities
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24 Questions

1. According to researchers on perspective-taking ability, negotiators who understand the otherparty's perspective will be more likely to
2. Self-efficacy
3. Rackham's study found that during pre-negotiation planning, superior negotiators
4. One of the fundamental dilemmas in negotiation is the degree to which negotiators shouldtrust the other party.
5. According to Jordan and Roloff, high self-monitors achieve outcomes with higher percentagesof their goals than do low self-monitors.
6. According to Rotter, those who attribute the cause of events to external reasons have a high internal locus of control while those that attribute the cause of events to internal reasons have a high external locus of control.
7. What results were found in studies conducted on perspective-taking ability?
8. The extent to which people perceive that they have control over events that occur is called
9. Rackham's study found that during face-to-face-bargaining, superior negotiators
10. According to Thomas, the degree of cooperativeness is the degree of concern that aconflicting party maintains for one's own preferred solutions or outcomes.
11. Thomas proposed that what two personality dimensions can represent the levels of concernunderlying the five conflict management styles?
12. Fry found that high Mach negotiators did not change their negotiation style as a function of theother party's Machiavellianism.
13. Research by Fry suggests that
14. As identified by Thomas' research, the accommodating style is
15. Self-monitoring
16. Rackham defines locus of control as the extent to which people perceive that they havecontrol over events that occur.
17. The implicit assumption underlying research is that individuals who can understand and applythe behavior of successful negotiators will become better negotiators themselves.
18. Individuals high in a competing style are higher in risk taking.
19. Thomas suggests that individuals high in a competitive style would be more likely to be taskoriented, creative, and capable of dealing with complexity.
20. Neale and Bazerman found that negotiators with higher perspective taking ability successfullynegotiated contracts of higher value that did negotiators with lower perspective taking ability.
21. Research into personality and negotiation offers ample evidence that personality traits are sufficiently stable and can be as predictive of important behaviors as situations. In short, dispositions and situations both matter.
22. In experiments by Christie and Geis, high Machs
23. The compromising style is low on both assertiveness and cooperativeness as identified byThomas' research.
24. Prosocials

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