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