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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. Exaggerated ideas that are facilitated by assumption
Group Process Pros
The Scapegoat
Communication skills
Glittering Generalities
2. Active listening - verbal and nonverbal cues - confirmation messages - and interaction
Ethics
Strawman Technique
Agents
Communication skills
3. 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.
Bargaining
Group Process Pros
Teams
Third Parties
4. An intense mental state that arises subjectively rather than through conscious effort and is often accompanied by physiological changes.
Finding and Using Negotiation Power
Power
Getting To Yes
Emotion
5. Negotiation between countries
Third-Party Approaches
group process
The Big Lie
International Negotiation
6. Broadly applied social standards for what is right or wrong in a particular situation - or a process for setting those standards
Ethics
The Scapegoat
Glittering Generalities
Constituents
7. Any individual or group of people who are not directly involved in or affected by what happens; stakeholders.
Managing Difficult Negotiations
Distributive Bargaining
Audience
Mediation
8. Repeating a slogan - phrase - or brand - so many times that the people feed into it
Mediation
Glittering Generalities
Repetition
Cognition
9. 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.
Getting To Yes
Integrative Negotiation
Distributive Bargaining
Planning and Strategy
10. 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
Integrative Negotiation
Finding and Using Negotiation Power
multiple parties
group process
11. Giving an idea a bad label without examining the evidence.
Ability Differences
Managing Difficult Negotiations
Agents
Name Calling
12. A plan - method - or series of maneuvers or stratagems for obtaining a specific goal or result
Card Stacking
Managing Difficult Negotiations
Cognition
Strategy
13. The reputation of the person is mirrored on to the product or statement (an endorsement)
Managing Difficult Negotiations
Testimonials
BATNA
Perception
14. The strategic use of information to define and articulate a negotiating issue or situation
Coalition
Communication skills
Framing
group process
15. Showing one side of the argument and not the other
Negotiation
Groupthink
Card Stacking
BATNA
16. Everyone is doing it - therefore you should too
Integrative Negotiation
Propaganda of Atmosphere
Name Calling
Band Wagon
17. 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
Power
Glittering Generalities
Agents
Gender
18. Target approach to a situation
Planning and Strategy
Relationships
Distributive Bargaining
Strategy
19. The actual strategies and messages that individuals deploy to bring about desired attitudinal or behavioral change (_____ is power in use)
Influence
Group Process Pros
Relationships
Finding and Using Negotiation Power
20. Finding leverage - and applying it appropriately in the negotiation process
Finding and Using Negotiation Power
Power
Coalition
Band Wagon
21. Negotiators that act not on the behalf of others. The doer or transmitter of an action.
Agents
Groupthink
Negotiation
Influence
22. People have different abilities during negotiation; cognative emotional intelligence and perspective-taking. (431)
Agents
Strawman Technique
Glittering Generalities
Ability Differences
23. Personality traits that clash during negotiation
Emotion
Personality Differences
The Big Lie
Strawman Technique
24. A collection of two or more parties within a larger social setting who work together to pursue mutually desirable goals; alliance
Negotiation
Name Calling
Coalition
Cross Cultural Negotiation
25. Those people that an agent represents in an negotiation
Teams
Relationships
Constituents
Getting To Yes
26. Multiple views on a conflict on a solution - effective agreements - combined individual strength - advanced understanding - 'team spirit'
Constituents
Group Process Pros
Finding and Using Negotiation Power
Glittering Generalities
27. The capabilities negotiators can assemble to give themselves an advantage or increase the probability of achieving their objectives (____ is potential influence)
Power
Plain Folks
group process
Getting To Yes
28. Negotiation has come to an absolute stop; there are techniques you might use to break through
Managing negotiation Impasses
Finding and Using Negotiation Power
Getting To Yes
Planning and Strategy
29. A connection - association - or involvement usually interdependent - that involves three major themes: reputations - trust - and justice
Group Process Cons
Relationships
Cross Cultural Negotiation
The Scapegoat
30. 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)
Group Process Cons
Emotion
Plain Folks
Propaganda of Deed
31. Any mode of procedure for gaining advantage or success (the techniques that implement strategy)
Cognition
Ethics
Tactics
Teams
32. Win-win situations such as those that occur when parties are trying to find a mutually acceptable solution to a complex conflict.
Third-Party Approaches
BATNA
Managing negotiation Impasses
Negotiation
33. 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
Groupthink
Arbitration
Framing
Repetition
34. 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
Agents
Influence
Mediation
Constituents
35. The mental act or process by which knowledge is acquired - including perception - intuition - and reasoning
Audience
Card Stacking
Personality Differences
Cognition
36. Takes more time - groupthink - emotions and personal opinions get in the way - people can be left out - and uneven responsibility.
Ability Differences
Testimonials
Group Process Cons
group process
37. Work for the purpose of managing conflict helping to resolve disputes. Can be volunteered or legal requirement (help reshape polarized situation into constructive agreement)
The Big Lie
Third Parties
Teams
Band Wagon
38. Type of thinking that people engage in when in groups that deteriorates mental efficiency - reality testing - and moral judgment from in-group pressures.
Communication skills
Planning and Strategy
Strategy
Groupthink
39. If the person holds an elevated position - then everything that person says must be true. (used a lot with religion)
multiple parties
Propaganda of Atmosphere
Personality Differences
Group Process Pros
40. Best Alternative to a Negotiated Agreement. Need to recognize both side's best alternative.
Integrative Negotiation
Managing negotiation Impasses
Arbitration
BATNA
41. Outside Negotiators who attend an agreement
The Big Lie
Ethics
Group Process Pros
Third-Party Approaches
42. A single unified awareness derived from sensory processes while a stimulus is present; process by which individuals connect to their environment
Propaganda of Atmosphere
Glittering Generalities
Perception
Audience
43. Competitive in - lose situations such as haggling
Distributive Bargaining
Group Process Cons
Negotiation
Bargaining
44. Huge lie that is built into everything until it is believed as a fact by society (Joseph Gerbels used it against the Jews)
The Scapegoat
Framing
The Big Lie
Plain Folks
45. Putting the blame on someone else
Strategy
The Scapegoat
Constituents
Communication skills
46. Negotiation among different cultures
Arbitration
Cross Cultural Negotiation
The Scapegoat
Strategy
47. Negotiating with one another in hopes of achieving a collective or group consensus.
Planning and Strategy
Power
Agents
multiple parties
48. Dressing like the people you are trying to persuade
multiple parties
Plain Folks
Mediation
Bargaining
49. 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
Getting To Yes
Group Process Cons
Power
Perception
50. 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.
Influence
group process
Audience
Managing Difficult Negotiations