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Negotiation 101 Practice Test: Personality and Abilities 2
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Negotiation 101 Practice Test: Personality and Abilities 2
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12 Questions

1. The ____________ style is high on assertiveness and cooperativeness

2. The degree of ____________ is the degree of concern a party shows toward working with the other party to achieve mutual goals

3. The ability to understand the other person's ____________ will be more likely to help find anagreement that satisfies the other party

4. ____________ is considered to be a judgment about one's ability to behave effectively in a given situation

5. Experts were more ____________ at the beginning of the negotiations than were amateurs

6. The two levels of concern underlying the five conflict management styles are the degree of concern a conflicting party shows for his or her ___________________, and the degree of concern shown for the __________________

7. ____________________ orientations are preferences that people have regarding the kinds ofoutcomes they prefer in social settings where interdependence with others is present

8. With respect to distributive bargaining (a price negotiation simulation), Barry and Friedman found that negotiators higher in extraversion and agreeableness were more likely to do ____________ for themselves

9. ___________________ negotiators did not change their negotiation style as a function of the other party's Machiavellianism

10. A tendency for teams composed of persons with a high internal locus of control to be more likely to ____________ during negotiations

11. People higher in self-efficacy were more likely to set____________ goals before a negotiation

12. The ____________ style is low on both assertiveness and cooperativeness

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