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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. Everyone is doing it - therefore you should too






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






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






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. 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






6. Negotiation among different cultures






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






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






9. 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






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






11. 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.






12. Outside Negotiators who attend an agreement






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






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






15. Prepare for and overcome differences






16. 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.






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






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. Those people that an agent represents in an negotiation






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






21. Dressing like the people you are trying to persuade






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






23. Putting the blame on someone else






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






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






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






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






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






29. Competitive in - lose situations such as haggling






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






31. Negotiation between countries






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






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






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






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






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






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






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






40. Personality traits that clash during negotiation






41. Target approach to a situation






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






43. 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






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






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






46. 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






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






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






49. 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






50. Exaggerated ideas that are facilitated by assumption