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