Deck 7: Communication Process and Outcomes

Question 1

The central route tends to be rational, cognitive, and based on information.

Answer 1

True

Question 2

The available labour supply, staff that can be allocated to a problem or task, temporary help is called human capital.

Answer 2

True

Question 3

One of the major sources of power, relationship-based power can be defined as power that is derived from the context, situation, or environment in which negotiations take place.

Answer 3

False

Question 4

Hierarchy determines the "meaning system" of a social environment.

Question 5

Two major sources of power based on position in an organization: (1) legitimate power and (2) power based on control of resources.

Question 6

Power is not situational, fluid, and comes from many sources.

Question 7

If enough people begin to distrust the authority or discredit its legitimacy, they will begin to defy it and thereby undermine its potential as a source of power.

Question 8

People will treat others worse when they like them than when they don't.

Question 9

Expert power is accorded to those who demonstrate some level of command and mastery of a body of information.

Question 10

Striking a deal with an opponent much bigger than you is called "dancing with elephants" by Michael Watkins.

Question 11

Negotiators frequently give very little attention to the other party's opinions and point of view.

Question 12

Relying on indirect behaviours is called the peripheral route.

Question 13

There are three different routes to persuasion.

Question 14

Organizational and national cultures are both descriptors of contextual power.

Question 15

Expert power is derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes.

Question 16

Negotiators who don't care about their power or who have matched power -equally high or low- will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome.

Question 17

Power comes from only a few sources and is rigid.

Question 18

The routes of persuasion are different, but very similar.

Question 19

Within the context of negotiation, information is perhaps the rarest source of power.

Question 20

Direct behaviours and statements that quite literally convince the other side that your arguments are valid and worthy of consideration are called using a central route.

Question 21

Which of the following is not a major issue when constructing a message?

A) the content of the message
B) the structure of the message
C) the delivery style
D) the language of the message
E) All of the answers are correct

Question 22

Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:

A) create a group structure that gives one person a power base, group members generate a willingness within themselves to obey that person's directives.
B) willingly give up their right to participate in every decision by vesting authority in someone who can act on their behalf.
C) acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.
D) simply show respect for a person's position or organization.
E) All of the answers are correct.

Question 23

Culture -both organizational and national- often translates into deeply embedded structural inequalities in a society.

Question 24

Which of the following statements about legitimate power is false?

A) Legitimate power is at the foundation of our social structure.
B) Social structures are inherently inefficient, and this realization creates the basis for legitimate power.
C) Legitimate power cannot function without obedience.
D) Legitimate power is often derived from manipulating other sources of power.
E) All of the answers are correct.

Question 25

Which of the following describe power?

A) Situational
B) Fluid
C) Comes from many sources
D) Informational
E) All of the answers are correct

Question 26

One way that lower power parties can deal with the big players in business deals and partnerships is by limiting the ways you can do business or who you can do business with and it is an example of one of the following dealings. Which one?

A) Never do an all-or-nothing deal.
B) Make yourself bigger.
C) Build momentum through doing deals in sequence.
D) Constrain yourself.
E) Do what you can to manage the process.

Question 27

Which of these can be used to pursue the peripheral route to influence?

A) Reciprocity
B) Commitment
C) Social proof
D) Reward and punishment
E) All of the answers are correct

Question 28

Information as a source of power is

A) the accumulation and presentation of data to change the other person's point of view or position on an issue.
B) an acknowledged accumulation of information, or mastery of a body of information, on a particular problem or issue.
C) the accumulation of money, raw material, manpower, time, or equipment which can be used to create incentives for other people to comply, or as threats and punishments if they do not comply.
D) power derived from being located in a particular position in an organizational or communication structure.
E) All of the answers are correct.

Question 29

The intensity of language can be increased through the use of:

A) colourful metaphors
B) swear words
C) change in intonation
D) None of the answers are correct
E) All of the answers are correct (not including D)

Question 30

People will treat others better when they like them than when they don't.

Question 31

The effectiveness of formal authority is derived from the willingness of followers to acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders.

Question 32

Resources are more useful as instruments of power to the extent they are highly valued be participants in the negotiation. Which of the following is not a resource of organizational context?

A) Money, in its various forms.
B) Supplies, in the form of materials, components, and parts.
C) Human capital in available labour supply, staff, and temporary help.
D) Critical services, in repairs, upkeep, and technical support.
E) Stress, in imposing deadlines, and increasing workloads.

Question 33

Which of the following do not have an effect on the recipient of a persuasive message?

A) Credibility
B) Aggressiveness
C) Attractiveness
D) Authority
E) All of the answers are correct

Question 34

Striking a deal with an opponent who is much smaller than you is called "dancing with elephants".

Question 35

Which of the following major things can listeners do to resist the other's influence efforts?

A) Have good alternatives to a negotiated agreement.
B) Make a public commitment (or get the other party to make one).
C) Inoculate yourself against the other's persuasive message.
D) None of the answers are correct
E) All of the answers are correct (not including D)

Question 36

All but one of the following is a major source of power. Which one is not?

A) Personal power.
B) Informational power.
C) Position-based power.
D) Relationship-based power.
E) Contextual power.

Question 37

Expert power is

A) accorded to those who are seen as having achieved some level of command and mastery of a body of information.
B) derived from the ability to allocate, dispense, or withhold resources.
C) derived from occupying a particular job, office, or position in an organizational hierarchy.
D) derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes.
E) All of the answers are correct.

Question 38

What is a likely outcome for a negotiator who isn't concerned with power?

Question 39

Language of a very high intensity is always more effective.

Question 40

When agents, constituencies, and external audiences are present in a negotiation, they can become actively involved to formally or informally pressure others as part of the negotiation process.

Question 41

What is the problem of "dancing with elephants"?

Question 42

Compare and contrast the primacy effect and the recency effect.

Question 43

Today car-buying customers can enter negotiation armed with accurate facts and figures about a car. How has the Internet shifted power back to the consumer?

Question 44

Why is having a great BATNA a strong source of power?

Question 45

What are the three major issues to consider when constructing a message?

Question 46

Name four of the eight strategies Michael Watkins suggests using to deal with the big players in business deals and partnerships.

Question 47

How does a negotiator "inoculate" him/herself against the other party's arguments?

Question 48

Define legitimate power.

Question 49

What is the norm of reciprocity?

Question 50

How does location in an organization contribute to power?

Question 51

In very broad terms, what are the four major sources of power?