Question 1

Negotiation is an integral aspect of management.

Accepted Answer

Negotiation is a key skill in management for resolving conflicts, making decisions, and achieving agreements between parties, thus integral to effective management practices.

Question 2

The least acceptable outcome and the maximum supportable outcome are flexible guideposts for negotiations.

Accepted Answer

False&#10;

Question 3

Time constraints are irrelevant in negotiations. Seek any and every opportunity. Preparation is not necessary.

Accepted Answer

Effective negotiation requires preparation to understand the needs, goals, and alternatives of both parties. Time constraints can also play a critical role, as they can affect the bargaining power and urgency of the negotiation.

Question 4

The nonverbal message is the predominant form of communication in negotiation.

Accepted Answer

The answer of The nonverbal message is the predominant form...

Question 5

Negotiators expect each other to make an equal number of concessions in negotiations.

Accepted Answer

Negotiators often anticipate a balanced exchange of concessions, as it is a common strategy to reach a mutually acceptable agreement.

Question 6

Written media plays an important role in negotiation. The most common is the letter of intent.

Accepted Answer

Written media, such as letters of intent, are crucial in negotiation processes as they formalize the intentions, terms, and conditions agreed upon by the parties involved, serving as a preliminary agreement before final contracts are drafted.

Question 7

Written correspondence can sooth an emotional situation.

Accepted Answer

Written correspondence allows for thoughtful expression, can reduce immediate emotional reactions, and provides time for both parties to reflect, potentially soothing an emotional situation.

Question 8

Birdwhistell found that if a manager wants to create stress in an opponent they may:&#10;A) mover closer physically&#10;B) move further apart&#10;C) avoid eye contact&#10;D) sit next to the manager

Accepted Answer

Moving closer physically can create a sense of intrusion into personal space, which can lead to increased stress levels in the opponent.

Question 9

Which of the following is an alternative to avoid answering a question during negotiations?&#10;A) ignore the question&#10;B) change the subject&#10;C) answer only part of the question&#10;D) write the question down and tell the person you will get back to them

Accepted Answer

The answer of Which of the following is an alternative...

Question 10

Which strategy lets an opponent know this is the best offer, and it represents the maximum goal adjustments a person is willing to make?&#10;A) compromise&#10;B) screen&#10;C) take it or leave it&#10;D) final offer

Accepted Answer

DBoth "take it or leave it" and "final offer" strategies communicate to the opponent that the offer on the table is the best and final one, indicating no further adjustments or negotiations will be entertained.

Question 11

How is the language used in a negotiation similar to and different from other managerial communication situations?

Accepted Answer

The answer of How is the language used in a...

Deck 10: Contemporary Dynamics Affecting Communication Contingencies