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Test your basic knowledge |
Conflict And Negotiation Vocab
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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. The strategic use of information to define and articulate a negotiating issue or situation
group process
Band Wagon
Framing
Repetition
2. The reputation of the person is mirrored on to the product or statement (an endorsement)
Glittering Generalities
Audience
Group Process Cons
Testimonials
3. Negotiating with one another in hopes of achieving a collective or group consensus.
Influence
multiple parties
Band Wagon
Name Calling
4. Finding leverage - and applying it appropriately in the negotiation process
Glittering Generalities
Personality Differences
Cognition
Finding and Using Negotiation Power
5. A plan - method - or series of maneuvers or stratagems for obtaining a specific goal or result
Bargaining
Repetition
Strategy
Teams
6. Outside Negotiators who attend an agreement
Managing Difficult Negotiations
Band Wagon
Third-Party Approaches
Influence
7. 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
Strategy
Third-Party Approaches
The Big Lie
Getting To Yes
8. Negotiation among different cultures
Testimonials
Group Process Cons
Relationships
Cross Cultural Negotiation
9. Active listening - verbal and nonverbal cues - confirmation messages - and interaction
Communication skills
Agents
Audience
Arbitration
10. Showing one side of the argument and not the other
Ability Differences
Card Stacking
Audience
Managing negotiation Impasses
11. Putting the blame on someone else
Strategy
Propaganda of Atmosphere
The Scapegoat
Integrative Negotiation
12. Type of thinking that people engage in when in groups that deteriorates mental efficiency - reality testing - and moral judgment from in-group pressures.
Propaganda of Deed
Emotion
Relationships
Groupthink
13. A single unified awareness derived from sensory processes while a stimulus is present; process by which individuals connect to their environment
Bargaining
Perception
multiple parties
Third-Party Approaches
14. Work for the purpose of managing conflict helping to resolve disputes. Can be volunteered or legal requirement (help reshape polarized situation into constructive agreement)
Agents
Third Parties
The Scapegoat
Arbitration
15. Any mode of procedure for gaining advantage or success (the techniques that implement strategy)
Tactics
Name Calling
The Big Lie
Group Process Pros
16. Negotiation between countries
International Negotiation
Agents
group process
Distributive Bargaining
17. 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.
group process
Third-Party Approaches
Ethics
Audience
18. Win-win situations such as those that occur when parties are trying to find a mutually acceptable solution to a complex conflict.
Cross Cultural Negotiation
Perception
Power
Negotiation
19. The actual strategies and messages that individuals deploy to bring about desired attitudinal or behavioral change (_____ is power in use)
Influence
group process
Mediation
Agents
20. Huge lie that is built into everything until it is believed as a fact by society (Joseph Gerbels used it against the Jews)
Planning and Strategy
Audience
The Big Lie
Coalition
21. 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.
Distributive Bargaining
Agents
Personality Differences
BATNA
22. Negotiation has come to an absolute stop; there are techniques you might use to break through
Glittering Generalities
Distributive Bargaining
Managing negotiation Impasses
Audience
23. 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
Card Stacking
Integrative Negotiation
Perception
Arbitration
24. Competitive in - lose situations such as haggling
Relationships
Getting To Yes
Bargaining
Strawman Technique
25. Negotiators that act not on the behalf of others. The doer or transmitter of an action.
Agents
Constituents
Teams
Repetition
26. Argument based on the misrepresentation of an opponent's position
Third-Party Approaches
Strawman Technique
Power
Third Parties
27. The capabilities negotiators can assemble to give themselves an advantage or increase the probability of achieving their objectives (____ is potential influence)
Power
International Negotiation
Group Process Cons
Getting To Yes
28. Any individual or group of people who are not directly involved in or affected by what happens; stakeholders.
Strawman Technique
Audience
Power
Arbitration
29. A collection of two or more parties within a larger social setting who work together to pursue mutually desirable goals; alliance
Relationships
group process
Coalition
Negotiation
30. Repeating a slogan - phrase - or brand - so many times that the people feed into it
Agents
Plain Folks
Repetition
Cognition
31. Best Alternative to a Negotiated Agreement. Need to recognize both side's best alternative.
BATNA
Managing Difficult Negotiations
Cross Cultural Negotiation
Getting To Yes
32. Dressing like the people you are trying to persuade
Agents
Plain Folks
Managing negotiation Impasses
Group Process Pros
33. An intense mental state that arises subjectively rather than through conscious effort and is often accompanied by physiological changes.
multiple parties
Emotion
Group Process Cons
International Negotiation
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)
Band Wagon
Managing negotiation Impasses
Propaganda of Deed
Distributive Bargaining
35. Target approach to a situation
Constituents
Planning and Strategy
Card Stacking
Gender
36. Giving an idea a bad label without examining the evidence.
Name Calling
Plain Folks
Groupthink
BATNA
37. 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
Managing Difficult Negotiations
Personality Differences
Strawman Technique
Integrative Negotiation
38. Those people that an agent represents in an negotiation
Managing Difficult Negotiations
Mediation
Constituents
Power
39. If the person holds an elevated position - then everything that person says must be true. (used a lot with religion)
Name Calling
The Big Lie
Propaganda of Atmosphere
multiple parties
40. Multiple views on a conflict on a solution - effective agreements - combined individual strength - advanced understanding - 'team spirit'
Influence
Group Process Pros
Planning and Strategy
Propaganda of Deed
41. A connection - association - or involvement usually interdependent - that involves three major themes: reputations - trust - and justice
Groupthink
Managing Difficult Negotiations
Relationships
Group Process Cons
42. 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
Name Calling
Gender
43. 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.
Personality Differences
Distributive Bargaining
Propaganda of Atmosphere
Teams
44. Broadly applied social standards for what is right or wrong in a particular situation - or a process for setting those standards
Propaganda of Deed
Ethics
Framing
Planning and Strategy
45. Everyone is doing it - therefore you should too
Constituents
Teams
Band Wagon
Integrative Negotiation
46. Personality traits that clash during negotiation
Personality Differences
Integrative Negotiation
Gender
Emotion
47. 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
Mediation
Group Process Cons
The Big Lie
Ethics
48. The mental act or process by which knowledge is acquired - including perception - intuition - and reasoning
Third-Party Approaches
Power
Cognition
Band Wagon
49. People have different abilities during negotiation; cognative emotional intelligence and perspective-taking. (431)
Ability Differences
Constituents
BATNA
International Negotiation
50. 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
Propaganda of Atmosphere
Gender
Groupthink
Propaganda of Deed