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Conflict And Negotiation Vocab

Subject : soft-skills
  • Answer 50 questions in 15 minutes.
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  • Match each statement with the correct term.
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This is a study tool. The 3 wrong answers for each question are randomly chosen from answers to other questions. So, you might find at times the answers obvious, but you will see it re-enforces your understanding as you take the test each time.
1. The reputation of the person is mirrored on to the product or statement (an endorsement)

2. 1. Don't bargain over positions 2. Separate the people from the problem 3. Focus on Interest - not positions 4. Invent Options for Mutual Gain 5. Insist on Using Objective Criteria 6. What if they are more powerful? 7. What if they won't pay? 8. W

3. An intense mental state that arises subjectively rather than through conscious effort and is often accompanied by physiological changes.

4. Competitive or win-lose bargaining - where the goals of one party are usually in fundamental and direct conflict with the goals of the other party. The negotiators focus on claiming value.

5. The capabilities negotiators can assemble to give themselves an advantage or increase the probability of achieving their objectives (____ is potential influence)

6. Broadly applied social standards for what is right or wrong in a particular situation - or a process for setting those standards

7. Those people that an agent represents in an negotiation

8. People have different abilities during negotiation; cognative emotional intelligence and perspective-taking. (431)

9. Outside Negotiators who attend an agreement

10. Type of thinking that people engage in when in groups that deteriorates mental efficiency - reality testing - and moral judgment from in-group pressures.

11. Negotiation between countries

12. Groups of two or more people who interact and influence each other - are mutually accountable for achieving common goals associated with organizational objectives - and perceive themselves as a social entity within an organization.

13. A connection - association - or involvement usually interdependent - that involves three major themes: reputations - trust - and justice

14. A multiparty negotiation in which members unbiasedly but openly and honestly work together to finalize a collective objective regardless of personal opinion - priorities - emotions - etc.

15. Prepare for and overcome differences

16. Win-win situation where the parties focus on creating value. Agreement process that better incorporates the aims and goals of all the negotiating parties involved - through creative and collaborative problem solving

17. Any mode of procedure for gaining advantage or success (the techniques that implement strategy)

18. Dressing like the people you are trying to persuade

19. Finding leverage - and applying it appropriately in the negotiation process

20. Cultural and and psychological markers of the sexes- the aspects of role or identity (rather than biology) that differentiate men from women in a given culture or society

21. Everyone is doing it - therefore you should too

22. Showing one side of the argument and not the other

23. Takes more time - groupthink - emotions and personal opinions get in the way - people can be left out - and uneven responsibility.

24. The actual strategies and messages that individuals deploy to bring about desired attitudinal or behavioral change (_____ is power in use)

25. A single unified awareness derived from sensory processes while a stimulus is present; process by which individuals connect to their environment

26. Work for the purpose of managing conflict helping to resolve disputes. Can be volunteered or legal requirement (help reshape polarized situation into constructive agreement)

27. The strategic use of information to define and articulate a negotiating issue or situation

28. Negotiation among different cultures

29. A collection of two or more parties within a larger social setting who work together to pursue mutually desirable goals; alliance

30. Win-win situations such as those that occur when parties are trying to find a mutually acceptable solution to a complex conflict.

31. Argument based on the misrepresentation of an opponent's position

32. Putting the blame on someone else

33. Any individual or group of people who are not directly involved in or affected by what happens; stakeholders.

34. Giving an idea a bad label without examining the evidence.

35. Negotiators that act not on the behalf of others. The doer or transmitter of an action.

36. Best Alternative to a Negotiated Agreement. Need to recognize both side's best alternative.

37. Personality traits that clash during negotiation

38. Repeating a slogan - phrase - or brand - so many times that the people feed into it

39. The settling of disputes between two parties by an impartial third party - whose decision the contending parties agree to accept. It is often used to resolve conflict diplomatically to prevent a more serious confrontation. Parties are bound by the de

40. Huge lie that is built into everything until it is believed as a fact by society (Joseph Gerbels used it against the Jews)

41. An extreme incident is used to set the precedent. (Queen Elizabeth used her own $ to repair the damage to houses that set on fire from her fireworks)

42. Active listening - verbal and nonverbal cues - confirmation messages - and interaction

43. Negotiation has come to an absolute stop; there are techniques you might use to break through

44. If the person holds an elevated position - then everything that person says must be true. (used a lot with religion)

45. A plan - method - or series of maneuvers or stratagems for obtaining a specific goal or result

46. Target approach to a situation

47. Exaggerated ideas that are facilitated by assumption

48. Competitive in - lose situations such as haggling

49. The mental act or process by which knowledge is acquired - including perception - intuition - and reasoning

50. Multiple views on a conflict on a solution - effective agreements - combined individual strength - advanced understanding - 'team spirit'