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