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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. 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

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

3. Those people that an agent represents in an negotiation

4. Prepare for and overcome differences

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

6. 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.

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

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

9. Personality traits that clash during negotiation

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

11. 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

12. 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

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)

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

15. Putting the blame on someone else

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

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

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

19. Negotiation among different cultures

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

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

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

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

24. Everyone is doing it - therefore you should too

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

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

27. 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

28. 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.

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

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

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

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

33. Outside Negotiators who attend an agreement

34. 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)

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

36. Competitive in - lose situations such as haggling

37. Negotiation between countries

38. Target approach to a situation

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

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

41. Exaggerated ideas that are facilitated by assumption

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

43. Dressing like the people you are trying to persuade

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

45. 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

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

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

48. 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.

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

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