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Test your basic knowledge |
Conflict And Negotiation Vocab
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Study First
Subject
:
soft-skills
Instructions:
Answer 50 questions in 15 minutes.
If you are not ready to take this test, you can
study here
.
Match each statement with the correct term.
Don't refresh. All questions and answers are randomly picked and ordered every time you load a test.
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. Negotiation between countries
Influence
Constituents
Framing
International Negotiation
2. Any mode of procedure for gaining advantage or success (the techniques that implement strategy)
Audience
Testimonials
Distributive Bargaining
Tactics
3. Takes more time - groupthink - emotions and personal opinions get in the way - people can be left out - and uneven responsibility.
Group Process Cons
Planning and Strategy
Third-Party Approaches
Negotiation
4. Active listening - verbal and nonverbal cues - confirmation messages - and interaction
Group Process Pros
Repetition
Communication skills
Propaganda of Atmosphere
5. An intense mental state that arises subjectively rather than through conscious effort and is often accompanied by physiological changes.
Cross Cultural Negotiation
Emotion
Group Process Pros
The Scapegoat
6. 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
Getting To Yes
Arbitration
Bargaining
Mediation
7. Giving an idea a bad label without examining the evidence.
Finding and Using Negotiation Power
Name Calling
group process
Glittering Generalities
8. A collection of two or more parties within a larger social setting who work together to pursue mutually desirable goals; alliance
Distributive Bargaining
Mediation
Strawman Technique
Coalition
9. Showing one side of the argument and not the other
Card Stacking
Third Parties
Name Calling
Bargaining
10. Any individual or group of people who are not directly involved in or affected by what happens; stakeholders.
Propaganda of Deed
Glittering Generalities
Ability Differences
Audience
11. Finding leverage - and applying it appropriately in the negotiation process
Relationships
The Big Lie
Finding and Using Negotiation Power
Card Stacking
12. The mental act or process by which knowledge is acquired - including perception - intuition - and reasoning
Cognition
Glittering Generalities
Ethics
Integrative Negotiation
13. Broadly applied social standards for what is right or wrong in a particular situation - or a process for setting those standards
Third Parties
Ethics
Card Stacking
Getting To Yes
14. Exaggerated ideas that are facilitated by assumption
Propaganda of Atmosphere
The Scapegoat
Glittering Generalities
Teams
15. Negotiation among different cultures
Agents
Cross Cultural Negotiation
Influence
Negotiation
16. Putting the blame on someone else
Planning and Strategy
Constituents
The Scapegoat
Power
17. 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.
Distributive Bargaining
Groupthink
Managing negotiation Impasses
Perception
18. Huge lie that is built into everything until it is believed as a fact by society (Joseph Gerbels used it against the Jews)
The Big Lie
Integrative Negotiation
Third-Party Approaches
Communication skills
19. 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
Coalition
Band Wagon
Groupthink
Getting To Yes
20. People have different abilities during negotiation; cognative emotional intelligence and perspective-taking. (431)
Bargaining
Audience
Ability Differences
The Scapegoat
21. Prepare for and overcome differences
Testimonials
Managing Difficult Negotiations
Mediation
Propaganda of Deed
22. Negotiators that act not on the behalf of others. The doer or transmitter of an action.
Power
Cross Cultural Negotiation
Audience
Agents
23. Those people that an agent represents in an negotiation
Constituents
Personality Differences
Influence
Managing negotiation Impasses
24. The reputation of the person is mirrored on to the product or statement (an endorsement)
Repetition
Negotiation
Getting To Yes
Testimonials
25. Best Alternative to a Negotiated Agreement. Need to recognize both side's best alternative.
Strategy
Group Process Cons
Audience
BATNA
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)
Group Process Cons
Third Parties
Testimonials
The Big Lie
27. The strategic use of information to define and articulate a negotiating issue or situation
Framing
Glittering Generalities
Tactics
Ethics
28. Dressing like the people you are trying to persuade
Group Process Cons
Propaganda of Deed
International Negotiation
Plain Folks
29. Target approach to a situation
Cross Cultural Negotiation
Propaganda of Deed
multiple parties
Planning and Strategy
30. Multiple views on a conflict on a solution - effective agreements - combined individual strength - advanced understanding - 'team spirit'
Testimonials
Managing negotiation Impasses
Tactics
Group Process Pros
31. A plan - method - or series of maneuvers or stratagems for obtaining a specific goal or result
Strategy
Ethics
Ability Differences
International Negotiation
32. 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.
Group Process Cons
group process
Distributive Bargaining
Teams
33. A connection - association - or involvement usually interdependent - that involves three major themes: reputations - trust - and justice
Relationships
Integrative Negotiation
Ability Differences
The Scapegoat
34. Negotiation has come to an absolute stop; there are techniques you might use to break through
Influence
Managing negotiation Impasses
Distributive Bargaining
Emotion
35. Repeating a slogan - phrase - or brand - so many times that the people feed into it
Groupthink
Propaganda of Atmosphere
Third Parties
Repetition
36. Personality traits that clash during negotiation
Power
Repetition
Group Process Cons
Personality Differences
37. A method of resolving an industrial dispute whereby a third party consults with those involved and recommends a solution which is not - however - not binding on the parties. (negotiators have little to no control over the process but full control ove
Framing
Mediation
Tactics
Third Parties
38. 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)
multiple parties
Strawman Technique
Gender
Propaganda of Deed
39. The actual strategies and messages that individuals deploy to bring about desired attitudinal or behavioral change (_____ is power in use)
Group Process Cons
Cross Cultural Negotiation
Card Stacking
Influence
40. Win-win situations such as those that occur when parties are trying to find a mutually acceptable solution to a complex conflict.
Glittering Generalities
Strawman Technique
Ethics
Negotiation
41. Negotiating with one another in hopes of achieving a collective or group consensus.
Teams
multiple parties
Name Calling
International Negotiation
42. If the person holds an elevated position - then everything that person says must be true. (used a lot with religion)
Influence
Propaganda of Atmosphere
Plain Folks
Communication skills
43. Type of thinking that people engage in when in groups that deteriorates mental efficiency - reality testing - and moral judgment from in-group pressures.
Perception
Gender
Groupthink
group process
44. 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
Cross Cultural Negotiation
Integrative Negotiation
The Scapegoat
Band Wagon
45. 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.
group process
Managing negotiation Impasses
Plain Folks
Perception
46. Everyone is doing it - therefore you should too
Cognition
Band Wagon
Glittering Generalities
Propaganda of Deed
47. Competitive in - lose situations such as haggling
Propaganda of Atmosphere
Third-Party Approaches
Teams
Bargaining
48. The capabilities negotiators can assemble to give themselves an advantage or increase the probability of achieving their objectives (____ is potential influence)
Negotiation
Power
Integrative Negotiation
Communication skills
49. Outside Negotiators who attend an agreement
Plain Folks
Glittering Generalities
group process
Third-Party Approaches
50. Argument based on the misrepresentation of an opponent's position
Cognition
Strawman Technique
Band Wagon
multiple parties