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