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