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