Deck 6: Communication

Question 1

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 1

False

Question 2

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

Answer 2

logical,pragmatic

Question 3

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.

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

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 6

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 7

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 8

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

Question 9

_____________ questions cause attention,get information and start thinking.

Question 10

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 11

_____________ - ____________ 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 12

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 13

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

Question 14

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 15

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.

Question 16

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 17

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

Question 18

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

Question 19

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 20

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

Question 21

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

Question 22

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

Question 23

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 24

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

Question 25

Define "reframing explanations."

Question 26

Having a BATNA changes which things in a negotiation?

Question 27

A communicative framework for negotiation is based on what assumptions?

Question 28

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 29

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

Question 30

Define the "information is weakness" effect.

Question 31

What are the five linguistic dimensions of making threats?

Question 32

Define social bandwidth.

Question 33

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.

Question 34

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 35

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.