Deck 6: Communication

Question 1

Manageable questions cause difficulty,give information,and bring the discussion to a false conclusion.
Multiple Choice Questions

Answer 1

False

Question 2

Low verbal immediacy is intended to engage or compel the other party,while high verbal immediacy is intended to create a sense of distance or aloofness.

Answer 2

False

Question 3

Sitkin and Bies suggest that negotiators who use multiple explanations are more likely to have better outcomes and that the negative effects of poor outcomes can be mitigated by communicating explanations for them.

Answer 3

True

Question 4

High levels of language intensity are used to convey strong feelings in the recipient,while low intensity conveys weak feelings.

Question 5

_____________ ____________ involves receiving a message while providing no feedback to the sender about the accuracy or completeness of reception.

Question 6

Mitigating circumstances occur where negotiators explain their positions from a broader perspective,suggesting that while their current position may appear negative it derives from positive motives.

Question 7

High levels of _____________ ____________ denote comfort and competence with language,and low levels denote discomfort,anxiety,or inexperience.

Question 8

While the blend of integrative versus distributive communication content varies as a function of the issues being discussed,it is also clear that the content of communication is only partly responsible for negotiation outcomes.

Question 9

Gibbons,Bradac,and Busch suggest that threats can be made more credible and more compelling by using

A) positively polarized descriptions of the other party.
B) low immediacy.
C) high intensity.
D) low verbal diversity.
E) None of the above can make threats more credible and compelling.

Question 10

Nonverbal communication-done well-may help negotiators achieve better outcomes through _____________ coordination.

Question 11

Achieving _____________ in negotiation is,in large part,making decisions to accept offers,to compromise priorities,to trade off across issues with the other party,or some combination of these elements.
True / False Questions

Question 12

In negotiations,language operates at two levels: the _____________ level (for proposals or offers)and the _____________ level (for semantics,syntax,and style).

Question 13

Researchers have been examining the effects of channels in general,and _____________ in particular,on negotiation processes and outcomes during much of the past decade.

Question 14

The use of _____________ ____________ is defined as when negotiators use positive words when speaking of their own positions,and negative words when referring to the other party's position.

Question 15

_____________ questions cause attention,get information and start thinking.

Question 16

Which of the following is not one of the five linguistic dimensions of making threats?

A) The use of polarized language
B) The conveyance of verbal immediacy
C) The degree of lexical diversity
D) The extent of low-power language style
E) All of the above are elements of the five linguistic dimensions of making threats.

Question 17

Define exonerating circumstances.

A) Negotiators suggest that they had no choice in taking the positions they did.
B) Negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative it derives from positive motives.
C) Outcomes can be explained by changing the context.
D) Negotiators who use multiple explanations are more likely to have better outcomes.
E) None of the above can define exonerating circumstances.

Question 18

Thompson et al.found that winners and losers evaluated their own outcomes equally when they did not know how well the other party had done,but if they found out that the other negotiator had done better,or was even pleased with his or her outcome,then negotiators felt less positive about their own outcome.

Question 19

_____________ - ____________ techniques allow negotiators to understand more completely the other party's positions by actively arguing these positions until the other party is convinced that they are understood.

Question 20

A negotiator's choice of words may only signal a position; it may never shape or predict it.

Question 21

Define "reframing explanations."

Question 22

In passive listening

A) the receivers restate or paraphrase the sender's message in their own language.
B) the receivers interject responses to keep communicators sending messages.
C) the receiver provides no feedback to the sender about the accuracy or completeness of reception.
D) senders may misinterpret acknowledgments as the receiver's agreement with their position, rather than that they are simply receiving the message.
E) None of the above occurs in passive listening.

Question 23

Some nonverbal acts,called attending behaviors,are particularly important in connecting with another person during a coordinated interaction like negotiation.Why?

Question 24

Questions can be used to

A) manage difficult or stalled negotiations.
B) pry or lever a negotiation out of a breakdown or an apparent dead end.
C) assist or force the other party to face up to the effects or consequences of their behaviors.
D) collect and diagnose information.
E) Questions can be used for all of the above.

Question 25

Define the "information is weakness" effect.

Question 26

What are the five linguistic dimensions of making threats?

Question 27

As negotiations come to a close,what are the two key aspects of communication and negotiation that negotiators must attend to simultaneously?

Question 28

How can using the five linguistic dimensions make threats more credible and compelling?

Question 29

What are the most dominant contributors to breakdowns and failures in negotiation?

A) Failures and distortions in perception, meaning, and feedback.
B) Failures and distortions in perception, feedback, and behaviors.
C) Failures and distortions in perception, communication, and framing.
D) Failures and distortions in perception, cognition, and communication.
E) None of the above contribute to breakdowns and failures in negotiation.

Question 30

A communicative framework for negotiation is based on what assumptions?

Question 31

Having a BATNA changes which things in a negotiation?

Question 32

Define social bandwidth.

Question 33

We know that role reversal can be a useful tool for improving communication and the accurate understanding and appreciation of the other party's position in negotiation.But when is it useful?

Question 34

What three main techniques are available for improving communication in negotiation?

Question 35

Which of the following are types of manageable questions?

A) Close-out questions that force the other party into seeing things your way
B) Leading questions that point toward an answer
C) Impulse questions that occur "on the spur of the moment," without planning
D) Loaded questions that put the other party on the spot regardless of his/her answer
E) None of the above are types of manageable questions.