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