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