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Conflict And Negotiation Vocab

Subject : soft-skills
  • Answer 50 questions in 15 minutes.
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  • Match each statement with the correct term.
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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. 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

2. 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.

3. The strategic use of information to define and articulate a negotiating issue or situation

4. Prepare for and overcome differences

5. An intense mental state that arises subjectively rather than through conscious effort and is often accompanied by physiological changes.

6. Target approach to a situation

7. People have different abilities during negotiation; cognative emotional intelligence and perspective-taking. (431)

8. If the person holds an elevated position - then everything that person says must be true. (used a lot with religion)

9. Huge lie that is built into everything until it is believed as a fact by society (Joseph Gerbels used it against the Jews)

10. Broadly applied social standards for what is right or wrong in a particular situation - or a process for setting those standards

11. Best Alternative to a Negotiated Agreement. Need to recognize both side's best alternative.

12. Negotiation has come to an absolute stop; there are techniques you might use to break through

13. Negotiators that act not on the behalf of others. The doer or transmitter of an action.

14. Argument based on the misrepresentation of an opponent's position

15. Negotiating with one another in hopes of achieving a collective or group consensus.

16. Everyone is doing it - therefore you should too

17. 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.

18. Type of thinking that people engage in when in groups that deteriorates mental efficiency - reality testing - and moral judgment from in-group pressures.

19. Showing one side of the argument and not the other

20. The mental act or process by which knowledge is acquired - including perception - intuition - and reasoning

21. Giving an idea a bad label without examining the evidence.

22. 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.

23. Exaggerated ideas that are facilitated by assumption

24. Any mode of procedure for gaining advantage or success (the techniques that implement strategy)

25. The reputation of the person is mirrored on to the product or statement (an endorsement)

26. 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)

27. Those people that an agent represents in an negotiation

28. Work for the purpose of managing conflict helping to resolve disputes. Can be volunteered or legal requirement (help reshape polarized situation into constructive agreement)

29. A single unified awareness derived from sensory processes while a stimulus is present; process by which individuals connect to their environment

30. Personality traits that clash during negotiation

31. A collection of two or more parties within a larger social setting who work together to pursue mutually desirable goals; alliance

32. A connection - association - or involvement usually interdependent - that involves three major themes: reputations - trust - and justice

33. Negotiation between countries

34. Outside Negotiators who attend an agreement

35. Negotiation among different cultures

36. Putting the blame on someone else

37. 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

38. Finding leverage - and applying it appropriately in the negotiation process

39. The actual strategies and messages that individuals deploy to bring about desired attitudinal or behavioral change (_____ is power in use)

40. The capabilities negotiators can assemble to give themselves an advantage or increase the probability of achieving their objectives (____ is potential influence)

41. 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

42. Competitive in - lose situations such as haggling

43. 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

44. A plan - method - or series of maneuvers or stratagems for obtaining a specific goal or result

45. Dressing like the people you are trying to persuade

46. Active listening - verbal and nonverbal cues - confirmation messages - and interaction

47. Any individual or group of people who are not directly involved in or affected by what happens; stakeholders.

48. 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

49. Multiple views on a conflict on a solution - effective agreements - combined individual strength - advanced understanding - 'team spirit'

50. Repeating a slogan - phrase - or brand - so many times that the people feed into it