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