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