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Conflict And Negotiation Vocab

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






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






3. 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






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






5. Exaggerated ideas that are facilitated by assumption






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






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






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






9. Prepare for and overcome differences






10. 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.






11. Putting the blame on someone else






12. Negotiation between countries






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






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






15. 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






16. Those people that an agent represents in an negotiation






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






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






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






20. 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.






21. Win-win situations such as those that occur when parties are trying to find a mutually acceptable solution to a complex conflict.






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. Target approach to a situation






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






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






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






27. Outside Negotiators who attend an agreement






28. Competitive in - lose situations such as haggling






29. 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






30. Dressing like the people you are trying to persuade






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






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






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






34. 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)






35. Personality traits that clash during negotiation






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






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






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






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






40. Negotiation among different cultures






41. 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






42. Everyone is doing it - therefore you should too






43. Takes more time - groupthink - emotions and personal opinions get in the way - people can be left out - and uneven responsibility.






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






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






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






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






48. 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






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






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