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






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






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. 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)






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






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






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






8. 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






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






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






11. 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






12. Outside Negotiators who attend an agreement






13. Competitive in - lose situations such as haggling






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






15. Dressing like the people you are trying to persuade






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






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






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






19. Negotiation between countries






20. 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






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






22. Putting the blame on someone else






23. Everyone is doing it - therefore you should too






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






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






26. 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.






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






28. Those people that an agent represents in an negotiation






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






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






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






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






33. Personality traits that clash during negotiation






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






35. Target approach to a situation






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






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






38. 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.






39. Prepare for and overcome differences






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






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






42. Exaggerated ideas that are facilitated by assumption






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






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






45. 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






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






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






48. Negotiation among different cultures






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.






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