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