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