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.
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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