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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. Outside Negotiators who attend an agreement

2. Dressing like the people you are trying to persuade

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

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

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

6. 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.

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

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

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

10. 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

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

12. Everyone is doing it - therefore you should too

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

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

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

16. Putting the blame on someone else

17. 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

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

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

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

21. Negotiation between countries

22. The reputation of the person is mirrored on to the product or statement (an endorsement)

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

24. 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

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

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

27. 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

28. Competitive in - lose situations such as haggling

29. Those people that an agent represents in an negotiation

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

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

32. Personality traits that clash during negotiation

33. Prepare for and overcome differences

34. Target approach to a situation

35. 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)

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

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

38. 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.

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

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

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

42. Negotiation among different cultures

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

44. Negotiating with one another in hopes of achieving a collective or group consensus.

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

46. 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

47. Exaggerated ideas that are facilitated by assumption

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

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

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