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Conflict And Negotiation Vocab

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. 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.






2. 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






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






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






5. Negotiation among different cultures






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






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






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






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






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






12. Competitive in - lose situations such as haggling






13. Target approach to a situation






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






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






16. Personality traits that clash during negotiation






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






18. Everyone is doing it - therefore you should too






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






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






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






22. 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)






23. Those people that an agent represents in an negotiation






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






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






26. Outside Negotiators who attend an agreement






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






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






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






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






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






32. Exaggerated ideas that are facilitated by assumption






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






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






35. 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






36. Prepare for and overcome differences






37. 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






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






39. 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






40. Putting the blame on someone else






41. 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






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






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






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






45. Dressing like the people you are trying to persuade






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






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






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






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






50. 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.