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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. Win-win situations such as those that occur when parties are trying to find a mutually acceptable solution to a complex conflict.
Emotion
The Scapegoat
Negotiation
Gender
2. Work for the purpose of managing conflict helping to resolve disputes. Can be volunteered or legal requirement (help reshape polarized situation into constructive agreement)
Groupthink
Arbitration
Third Parties
Cognition
3. 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
Name Calling
multiple parties
Mediation
Propaganda of Atmosphere
4. The mental act or process by which knowledge is acquired - including perception - intuition - and reasoning
Framing
Communication skills
Cognition
Groupthink
5. 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
Testimonials
Bargaining
The Big Lie
6. Negotiators that act not on the behalf of others. The doer or transmitter of an action.
Managing Difficult Negotiations
Framing
Planning and Strategy
Agents
7. An intense mental state that arises subjectively rather than through conscious effort and is often accompanied by physiological changes.
Repetition
BATNA
The Scapegoat
Emotion
8. A plan - method - or series of maneuvers or stratagems for obtaining a specific goal or result
Strategy
Personality Differences
Communication skills
Perception
9. The reputation of the person is mirrored on to the product or statement (an endorsement)
Negotiation
Plain Folks
Testimonials
Third Parties
10. Multiple views on a conflict on a solution - effective agreements - combined individual strength - advanced understanding - 'team spirit'
Distributive Bargaining
Group Process Pros
Ability Differences
Constituents
11. Active listening - verbal and nonverbal cues - confirmation messages - and interaction
Teams
Coalition
Negotiation
Communication skills
12. Any individual or group of people who are not directly involved in or affected by what happens; stakeholders.
The Scapegoat
Audience
Band Wagon
Mediation
13. The actual strategies and messages that individuals deploy to bring about desired attitudinal or behavioral change (_____ is power in use)
group process
Third-Party Approaches
Band Wagon
Influence
14. Prepare for and overcome differences
Managing Difficult Negotiations
Group Process Pros
International Negotiation
Strawman Technique
15. Takes more time - groupthink - emotions and personal opinions get in the way - people can be left out - and uneven responsibility.
Cognition
Tactics
group process
Group Process Cons
16. Argument based on the misrepresentation of an opponent's position
Agents
Gender
Strawman Technique
Cognition
17. Dressing like the people you are trying to persuade
Plain Folks
Agents
multiple parties
Managing Difficult Negotiations
18. Negotiation has come to an absolute stop; there are techniques you might use to break through
Group Process Pros
Perception
Plain Folks
Managing negotiation Impasses
19. Broadly applied social standards for what is right or wrong in a particular situation - or a process for setting those standards
Constituents
Arbitration
Ethics
The Big Lie
20. Finding leverage - and applying it appropriately in the negotiation process
Integrative Negotiation
Finding and Using Negotiation Power
Power
group process
21. People have different abilities during negotiation; cognative emotional intelligence and perspective-taking. (431)
BATNA
Relationships
Ability Differences
Strategy
22. Outside Negotiators who attend an agreement
Ethics
Cognition
Glittering Generalities
Third-Party Approaches
23. 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.
Planning and Strategy
Teams
Arbitration
Name Calling
24. Competitive in - lose situations such as haggling
Card Stacking
Negotiation
The Big Lie
Bargaining
25. Negotiation among different cultures
Power
Influence
Cross Cultural Negotiation
The Scapegoat
26. 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
Perception
Emotion
Getting To Yes
27. 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
International Negotiation
Planning and Strategy
Arbitration
Relationships
28. The capabilities negotiators can assemble to give themselves an advantage or increase the probability of achieving their objectives (____ is potential influence)
Managing negotiation Impasses
Finding and Using Negotiation Power
Power
Arbitration
29. Everyone is doing it - therefore you should too
Bargaining
Band Wagon
Glittering Generalities
International Negotiation
30. Any mode of procedure for gaining advantage or success (the techniques that implement strategy)
Strawman Technique
Tactics
Name Calling
group process
31. 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)
Third-Party Approaches
Propaganda of Deed
Strawman Technique
Communication skills
32. Target approach to a situation
Planning and Strategy
The Big Lie
Third Parties
Influence
33. 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
Tactics
Integrative Negotiation
Getting To Yes
Third-Party Approaches
34. 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
Teams
Strawman Technique
Gender
Getting To Yes
35. A collection of two or more parties within a larger social setting who work together to pursue mutually desirable goals; alliance
Perception
Repetition
Strategy
Coalition
36. Negotiating with one another in hopes of achieving a collective or group consensus.
Propaganda of Atmosphere
multiple parties
The Big Lie
Agents
37. If the person holds an elevated position - then everything that person says must be true. (used a lot with religion)
Third Parties
Propaganda of Atmosphere
Propaganda of Deed
group process
38. Repeating a slogan - phrase - or brand - so many times that the people feed into it
Propaganda of Atmosphere
multiple parties
Communication skills
Repetition
39. Exaggerated ideas that are facilitated by assumption
Influence
Coalition
Glittering Generalities
Third-Party Approaches
40. A connection - association - or involvement usually interdependent - that involves three major themes: reputations - trust - and justice
Band Wagon
Gender
Testimonials
Relationships
41. The strategic use of information to define and articulate a negotiating issue or situation
Bargaining
Cognition
Strawman Technique
Framing
42. Showing one side of the argument and not the other
Card Stacking
Constituents
Propaganda of Atmosphere
Cognition
43. Huge lie that is built into everything until it is believed as a fact by society (Joseph Gerbels used it against the Jews)
Getting To Yes
multiple parties
Communication skills
The Big Lie
44. Those people that an agent represents in an negotiation
Getting To Yes
Gender
Testimonials
Constituents
45. Putting the blame on someone else
Perception
Influence
Groupthink
The Scapegoat
46. Best Alternative to a Negotiated Agreement. Need to recognize both side's best alternative.
Cross Cultural Negotiation
BATNA
Arbitration
Strawman Technique
47. Type of thinking that people engage in when in groups that deteriorates mental efficiency - reality testing - and moral judgment from in-group pressures.
Bargaining
Glittering Generalities
Communication skills
Groupthink
48. Personality traits that clash during negotiation
Communication skills
Personality Differences
Plain Folks
Perception
49. 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.
Power
Third Parties
group process
Negotiation
50. Negotiation between countries
International Negotiation
Personality Differences
Third Parties
group process