Question 1

Reputation is the impression other people have of a negotiator based on what they assume their future experiences to look like.

Accepted Answer

False

Question 2

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

Accepted Answer

Nonverbal communication can help negotiators understand each other's feelings, intentions, and attitudes which can lead to better coordination and ultimately improved outcomes.

Question 3

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

Accepted Answer

Manageable questions are designed to be easy to answer and keep the discussion focused. They should not cause difficulty, but rather encourage participation. Additionally, they should provide useful information and lead to a meaningful conclusion, not false ones.

Question 4

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.

Accepted Answer

This is supported by the findings of Thompson et al. as mentioned in the statement.

Question 5

Higher levels of trust make negotiations more difficult.

Accepted Answer

Higher levels of trust actually make negotiations easier as both parties have faith in each other's intent and are more likely to reach a mutually beneficial agreement.

Question 6

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 answers are correct.

Accepted Answer

In passive listening, the receiver provides no feedback to the sender about the accuracy or completeness of reception. The other choices describe active listening techniques.

Question 7

Role-reversal 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.

Accepted Answer

Role-reversal techniques involve switching roles with the other party and arguing their positions to gain a better understanding. This helps negotiators to grasp the other party's perspectives fully.

Question 8

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.

Accepted Answer

This statement is supported by research on the impact of explanations in negotiations. Providing multiple explanations has been found to increase the perceived legitimacy of one's position and lead to more favorable outcomes, while also helping to soften the blow of poor outcomes by providing context and justification.

Question 9

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 behaviours.
D) collect and diagnose information.
E) Questions can be used for all of these objectives.

Accepted Answer

Questions can be used for all of these objectives – managing difficult negotiations, overcoming deadlocks, bringing attention to certain behaviors and collecting information. By using questions strategically, negotiators can steer conversations and achieve their objectives more effectively.

Question 10

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

Accepted Answer

The answer of In negotiations, language operates at two levels:...

Question 11

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

Accepted Answer

The choice of words by a negotiator can significantly shape or predict a negotiation's direction and outcomes, as it influences perceptions, sets the tone, and can lead to the creation or resolution of conflicts.

Question 12

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.

Accepted Answer

The statement is true, as it is acknowledged that negotiation outcomes are not solely dependent on the content of communication.

Question 13

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

Accepted Answer

Aggressive listening involves providing feedback, often in a negative or confrontational manner, which is why it is considered a negative communication behavior. In contrast, active listening involves providing feedback to the sender to ensure accurate and complete reception of the message.

Question 14

Trust is based on the beliefs of a group.

Accepted Answer

The answer of Trust is based on the beliefs of...

Question 15

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 behaviours
C) failures and distortions in perception, communication, and framing
D) failures and distortions in perception, cognition, and communication
E) None of the answers are correct.

Accepted Answer

Failures and distortions in perception, cognition, and communication are key contributors to breakdowns and failures in negotiation, as they affect understanding and decision-making processes.

Question 16

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

Accepted Answer

The statement is true.

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 answers are correct.

Accepted Answer

Exonerating circumstances refer to explaining one's position by suggesting that, although it may seem negative, it stems from positive motives, aligning with choice B.

Question 18

Explanations of exonerating 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.

Accepted Answer

This statement is true. Exonerating circumstances refer to explanations given by negotiators to justify their unfavorable position by showing that their intention is positive.

Question 19

Manageable questions cause attention, get information, and start thinking.

Accepted Answer

Manageable questions are designed to be easily answerable and encourage engagement and critical thinking. They are typically open-ended and invite discussion, which can help to establish rapport and build connections. By starting with manageable questions, speakers or writers can capture the interest of their audience or readers, identify key points of interest, and focus their message.

Question 20

Face-to-face negotiation encourages greater trust than online negotiation.

Accepted Answer

Face-to-face negotiation allows for interpersonal communication and the ability to read body language and facial expressions, leading to a greater sense of trust between negotiators. In online negotiation, there may be a lack of nonverbal cues and less opportunity for building personal connections, which can undermine trust.

Quiz 6: Perception, Cognition, and Emotion