Deck 6: Communication-The Heart of All Negotiations

Question 1

"I can't go any higher with my offer because my boss won't let me" is an example of:

A)Feedback.
B)A counteroffer.
C)Turn denying.
D)An explanation.

Answer 1

D

Question 2

Negotiators who use a direct,relationship-oriented communication style are called:

A)Directors.
B)Expressers.
C)Harmonizers.
D)Thinkers.

Answer 2

B

Question 3

Which of the following is an example of acknowledging?

A)"Why do you like the second option better than the first one?"
B)"I understand how frustrating it is to be in your position."
C)"How much longer do you need?"
D)"Your proposal is impressive."

Answer 3

B

Question 4

Which of the following is related to how the conversation is structured?

A)Requesting more information.
B)Asking questions.
C)Turn denying.
D)Offering ideas.

Question 5

Negotiators who propose three or more alternatives tend to confuse the other party and make it more difficult to come to an agreement,even when the alternatives are attractive.

Question 6

Message encoding,message decoding and the communication channel are examples of:

A)The elements of communication.
B)Context.
C)How we organize information.
D)How to structure conversations.

Question 7

Focusing on the speaker and suspending judgments about what the speaker is saying are examples of:

A)Active listening.
B)Nonverbal behavior.
C)Focusing on context.
D)Vocal cues.

Question 8

"Less accurate information processing and fewer insights are gained." This is an example of the influenc_____________ negotiations.

A)Text-only.
B)Face-to-face.
C)Integrative.
D)Structuring in.

Question 9

Who speaks,when they speak,to whom they speak and for how long all refer to:

A)Message feedback.
B)The communication channel.
C)Communication style.
D)How the conversation is structured.

Question 10

"What resources do you need to help you perform your job more efficiently?" is an example of a targeted question.

Question 11

"Direct versus indirect" and "task-oriented versus relationship-oriented" are examples of communication ?????____________.

A)Barriers.
B)Contexts.
C)Distractions.
D)Styles.

Question 12

Negotiators who use words that focus mainly on things generally use different tactics than negotiators who use words that focus mainly on people.

Question 13

In negotiation,preferences refer to the negotiator's tendency to use verbally aggressive tactics as opposed to relationship-building tactics.

Question 14

Negotiator 1: "I don't think my interests are being met adequately in your proposal." Negotiator 2: "You're not satisfied with how our proposal satisfies your interests?"
This is an example of:

A)Paraphrasing.
B)Asking a targeted question.
C)Harmonizing.
D)Inquiring.

Question 15

Which of the following suggests that the other party is willing to negotiate integratively?

A)The negotiator makes few or not concessions.
B)The negotiator asks for information about your party's priorities.
C)The negotiator says he or she has an attractive BATNA.
D)The negotiator doesn't try to explain his or her reasons behind the offer.

Question 16

Which of the following serves to create the sense that you and the other party are in sync with one another?

A)Making a good first impression
B)Haptics
C)Building rapport.
D)Proxemics.

Question 17

The goal of communication in negotiation is to create a shared understanding of the same problems,opportunities,issues,interests and so forth.

Question 18

The medium through which a message is sent is called:

A)Feedback.
B)Context.
C)Message decoding.
D)The communication channel.

Question 19

Language barriers and cultural differences are examples of:

A)Perceptions.
B)Status differences.
C)Noise.
D)Context.

Question 20

"What do you mean by saying that your interests are not being met adequately?" is an example of:

A)Paraphrasing.
B)Asking a targeted question.
C)Acknowledging.
D)Inquiring.

Question 21

Facial expressions do not always reflect our emotions.

Question 22

The communication channel you use for a negotiation influences the degree to which you attend to the other party.

Question 23

Describe facial expressions,speech and vocal cues and gestures that suggest the other party is being deceptive during a negotiation.

Question 24

Rapport-building is more difficult to achieve with e-mail negotiations than with face-to-face negotiations.

Question 25

What are the five elements of communication? Briefly describe each one.

Question 26

Consistency between a negotiator's verbal and nonverbal messages suggests that this person is telling the truth.

Question 27

Why is building rapport an important aspect of negotiating successfully? Describe ways in which you can build rapport in negotiations.

Question 28

Asking for advice should be avoided because it suggests weakness to the other party.