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

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

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

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

5. Negotiation among different cultures

6. 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.

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

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

9. Everyone is doing it - therefore you should too

10. 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

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

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

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

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

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

16. Negotiation between countries

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

18. Dressing like the people you are trying to persuade

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

20. Competitive in - lose situations such as haggling

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

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

23. Exaggerated ideas that are facilitated by assumption

24. Personality traits that clash during negotiation

25. Those people that an agent represents in an negotiation

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

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

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

29. Outside Negotiators who attend an agreement

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

31. 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

32. 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

33. Putting the blame on someone else

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

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

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

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

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

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

41. Prepare for and overcome differences

42. 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.

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

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

45. Target approach to a situation

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

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

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

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

50. 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