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

2. Prepare for and overcome differences

3. Competitive in - lose situations such as haggling

4. 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.

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

6. Everyone is doing it - therefore you should too

7. 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

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

9. 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.

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

11. Outside Negotiators who attend an agreement

12. Negotiation between countries

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

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

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

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

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

18. Putting the blame on someone else

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

20. Dressing like the people you are trying to persuade

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

22. 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

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

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

25. Personality traits that clash during negotiation

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

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

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

29. Target approach to a situation

30. Negotiation among different cultures

31. 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

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

33. 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.

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

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

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

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

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

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

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

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

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

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

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

45. Those people that an agent represents in an negotiation

46. Exaggerated ideas that are facilitated by assumption

47. 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

48. 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

49. 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)

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