Uncertainty of Negotiation MCQs
Uncertainty of Negotiation MCQs
Our team has conducted extensive research to compile a set of Uncertainty of Negotiation MCQs. We encourage you to test your Uncertainty of Negotiation knowledge by answering these 20 multiple-choice questions provided below.
Simply scroll down to begin!
1: A negotiation tactic where one party makes an _____ to leverage the uncertainty of the other side.
A. Opening offer
B. Closing offer
C. Both a and b
D. None of these
2: The extent to which individuals are seen to have relevant knowledge or expertise is called?
A. Relationship power
B. Referent power
C. Expert power
D. All of these
3: Framing as gains is a _____ where one party states a concession or an offer in terms of the potential gain in value to the other side.
A. Negotiation tactic
B. Deceptive tactic
C. Manipulative tactic
D. None of these
4: Information asymmetry is when one party in the negotiation has more _____ than the other.
A. Relevant information
B. Irrelevant Information
C. Both a and b
D. None of these
5: Sensemaking is the process by which individuals seek information in the context in order to _____ of why things are happening.
A. Figure out
B. Make sense
C. Work out
D. All of the above
6: Stereotypes are usually an oversimplified image or mental model of a particular _____.
A. Group
B. Person
C. Thing
D. All of these
7: Stereotyping is the attribution of _____ to individual members of a group, based on generalizations about the group.
A. Traits
B. Values
C. Motives
D. All of the above
8: Tolerance for ambiguity is how _____ an individual is in uncertain situations.
A. Comfortable
B. Uncomfortable
C. Both a and b
D. None of these
9: Tolerance for ambiguity is how comfortable or uncomfortable an individual is in _____ situations.
A. Certain
B. Uncertain
C. Unpredictable
D. Both b and c
10: Unilateral concessions multiple concessions in a row without a concession from the other side.
A. True
B. False
11: Many people dislike negotiating because they feel anxious and increase ______.
A. Uncertainty
B. Lack of good judgment
C. Insecurity
D. Lack of self-efficacy
12: Searching to understand and pay attention to certain pieces of information is called ______.
A. Judging
B. Uncertainty
C. Creative problem-solving
D. Sensemaking
13: When we make a generalization about individual members of a group, we are ______.
A. Sensemaking
B. Stereotyping
C. Judging
D. Problem-solving
14: Information asymmetry is when one party has ______ the other.
A. Greater resources than
B. Relationship power over
C. Sensemaking knowledge over
D. More information than
15: The way people change how susceptible they are to uncertainty is called ______.
A. Tolerance for ambiguity
B. Signal theory
C. Uncertainty of expectations
D. Information asymmetry
16: Expert power is both variable and malleable.
A. True
B. False
17: One way to lessen anxiety is to research prior to negotiating.
A. True
B. False
18: Negotiators who make smaller and fewer concessions tend to get less of what they negotiate.
A. True
B. False
19: Expert power works most effectively when there is uncertainty.
A. True
B. False
20: It is far more difficult to agree on what is the “right thing to do” in a negotiation context that involves one party having a greater information advantage over the other.
A. True
B. False
List of Uncertainty of Negotia...
Available in:
Uncertainty of Negotiation MCQs
