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