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