Question 1

Which of the following modes of communication offers both parties the most kinetic cues?
A) videoconferencing
B) face-to-face communication
C) telephonic conversation
D) computer messaging

Accepted Answer

Face-to-face communication offers the most kinetic cues as it involves physical presence, which allows for nonverbal communication such as gestures, facial expressions, and tone of voice, that cannot be conveyed through other modes of communication. Videoconferencing is a close second as it provides visual cues as well, but it still lacks the physical presence aspect. Telephonic conversation and computer messaging offer very limited kinetic cues.

Question 2

With reference to the place-time model of interaction,which of the following modes of interaction can accomplish a communication that takes place at the same time and at the same place?
A) videoconference
B) voice mail
C) face-to-face
D) e-mail

Accepted Answer

Face-to-face interaction involves communication between people who are physically present in the same place and at the same time. Videoconference can facilitate communication in real-time, but it requires the use of technology and participants may not be physically located in the same place. Voice mail and e-mail also allow for communication, but they do not provide the same level of immediate interaction as face-to-face communication.

Question 3

There is more turn-taking in negotiations conducted via e-mail than in face-to-face negotiations.

Accepted Answer

In face-to-face negotiations, there is typically more dynamic and immediate turn-taking due to the direct interaction, whereas e-mail negotiations can involve delays and less fluid exchange of turns due to the asynchronous nature of communication.

Question 4

You are planning to negotiate a sales contract with a potential client.This is a new client and you are very keen on acquiring this account.Which of the following modes of communication should you select?
A) computer messaging
B) telephonic conversation
C) videoconferencing
D) face-to-face communication

Accepted Answer

In order to establish a solid business relationship with a new client and negotiate a sales contract, face-to-face communication is the best choice. This allows for better understanding and communication, builds trust, and allows you to read body language and other non-verbal cues.

Question 5

Your team is negotiating a sales contract with a potential client.One of your team members says,"I wish we could use some other mode of communication because this one is creating a huge psychological distance between us and our potential clients." Which of the following modes of communication are you using?
A) face-to-face communication
B) videoconferencing
C) computer messaging
D) telephonic conversation

Accepted Answer

The team member's comment suggests that they are experiencing a psychological distance with the potential client, which is more likely to happen with computer messaging. This mode of communication lacks the personal touch and nonverbal cues that are present in face-to-face communication and videoconferencing. Additionally, telephonic conversation may not provide a visual representation of the sales contract. Therefore, computer messaging is the most likely mode of communication being used.

Question 6

Negotiators who communicate face-to-face are less likely to reach deals and avoid impasses than are e-negotiators.

Accepted Answer

This statement is actually false. While face-to-face communication can have some advantages, including nonverbal cues and the ability to build trust and rapport, research has shown that electronic negotiation (e-negotiation) can be just as effective, if not more so. E-negotiation allows for greater flexibility in scheduling, can reduce biases based on appearance or status, and can provide a written record of the negotiation for future reference.

Question 7

With reference to the place-time model of interaction,the communication accomplished through voice mail takes place ________.
A) at the same time and in the same place
B) at the same time and in a different place
C) at a different time and in the same place
D) at a different time and in a different place

Accepted Answer

Voice mail is a form of asynchronous communication, which means it does not occur in real-time. This makes it a form of communication that takes place at a different time from the sender to the recipient. Additionally, voice mail is typically accessed from a different location than where the message was recorded, making it a form of communication that takes place in a different place as well. Therefore, the best choice is D - at a different time and in a different place.

Question 8

The sinister attribution bias refers to the tendency for e-communicators to ascribe diabolical intentions to the other party.

Accepted Answer

The statement accurately describes the meaning of the sinister attribution bias.

Question 9

Formal numerical documentation conveys the richest information of any medium.

Accepted Answer

Formal numerical documentation, while precise for quantitative data, does not convey the richest information on its own as it lacks context, qualitative insights, and emotional nuances that other mediums such as text, audio, or video can provide.

Question 10

Negotiators are less cooperative when interacting face-to-face than over the telephone.

Accepted Answer

Negotiators are generally more cooperative when interacting face-to-face because nonverbal cues and direct communication help in building trust and understanding, which are crucial for cooperation.

Question 11

In which of the following modes of communication are the sender and the receiver likely to have the least psychological distance between them?
A) e-mail messaging
B) telephone conversations
C) written correspondence
D) face-to-face communication

Accepted Answer

Face-to-face communication has the least psychological distance between the sender and the receiver because they are present and interacting with each other in real-time. There is no technological or physical barrier between them, which can lead to a greater understanding and connection between the two parties. However, it is important to note that cultural and linguistic differences, as well as other factors, can still affect communication even in face-to-face interactions.

Question 12

Both visual anonymity and remote distance inhibit the activation of the continuation norm.

Accepted Answer

Visual anonymity and remote distance both create a sense of disconnection and reduce social cues, making it less likely for people to feel the need to continue interacting with someone. This inhibition of the continuation norm has been shown in various studies.

Question 13

According to the framing effect,people are risk-averse for gains and risk-seeking for losses.

Accepted Answer

The framing effect suggests that people tend to choose options that have a positive framing when outcomes are framed in terms of gains, making them risk-averse. However, people tend to choose options that have a negative framing when outcomes are framed in terms of losses, making them risk-seeking. Therefore, the statement is true.

Question 14

Face-to-face meetings are ideal for wrestling with complex negotiations.

Accepted Answer

Face-to-face meetings provide the opportunity for intensive negotiation discussions, allowing for better understanding and resolution of complex issues.

Question 15

As compared to face-to-face communication,memos and business correspondence provide more cues about the context,thereby providing people with a greater awareness of context.

Accepted Answer

Memos and business correspondence are written forms of communication that lack nonverbal cues such as body language and tone of voice, which can provide important context in face-to-face communication. Therefore, they do not necessarily provide people with a greater awareness of context compared to face-to-face communication.

Question 16

Which of the following modes of communication conveys the richest information?
A) e-mail
B) memos
C) voice mail
D) face-to-face

Accepted Answer

Face-to-face communication allows for not only verbal communication, but also nonverbal cues such as body language and facial expressions, providing the richest form of information exchange.

Question 17

The ________ of a communication medium is the potential information-carrying capacity of the communication medium.
A) breadth
B) intensity
C) richness
D) depth

Accepted Answer

The term "richness" refers to the potential information-carrying capacity of a communication medium, which relates to the level of interactivity and feedback possible in a given communication situation. Rich media allow for more interpersonal cues, nonverbal communication and potential for feedback, which leads to a more thorough exchange of information.

Question 18

With reference to the place-time model of interaction,which of the following modes of interaction can accomplish a communication that takes place at the same time but at different places?
A) e-mail
B) videoconference
C) voice mail
D) face-to-face

Accepted Answer

A videoconference allows for communication to take place in real-time, but at different physical locations. It allows for visual and auditory interaction between multiple participants, simulating a face-to-face conversation. E-mail and voice mail are asynchronous modes of communication, meaning they do not require the participants to be available at the same time for communication to take place. Face-to-face interaction is constrained by physical proximity, requiring participants to be in the same place at the same time.

Question 19

The least-rich mode of communication among the following is ________.
A) videoconferencing
B) numerical documentation
C) face-to-face communication
D) voice mail messages

Accepted Answer

Numerical documentation involves the exchange of information through numerical figures, charts, graphs, and other similar forms. This mode of communication is perhaps the least interactive mode as it usually involves the exchange of information without any feedback or verbal communication.

Question 20

E-mail acts as an equalizer because the absence of status cues makes it difficult for high-status people to dominate the discussion.

Accepted Answer

Without status cues such as body language and tone of voice, it becomes harder for high-status individuals to assert dominance in an email discussion.

Quiz 12: Negotiating Via Information Technology

Which of the following modes of communication offers both parties the most kinetic cues?

With reference to the place-time model of interaction,which of the following modes of interaction can accomplish a communication that takes place at the same time and at the same place?

There is more turn-taking in negotiations conducted via e-mail than in face-to-face negotiations.

You are planning to negotiate a sales contract with a potential client.This is a new client and you are very keen on acquiring this account.Which of the following modes of communication should you select?

Negotiators who communicate face-to-face are less likely to reach deals and avoid impasses than are e-negotiators.

With reference to the place-time model of interaction,the communication accomplished through voice mail takes place ________.

The sinister attribution bias refers to the tendency for e-communicators to ascribe diabolical intentions to the other party.

Formal numerical documentation conveys the richest information of any medium.

Negotiators are less cooperative when interacting face-to-face than over the telephone.

In which of the following modes of communication are the sender and the receiver likely to have the least psychological distance between them?

Both visual anonymity and remote distance inhibit the activation of the continuation norm.

According to the framing effect,people are risk-averse for gains and risk-seeking for losses.

Face-to-face meetings are ideal for wrestling with complex negotiations.

As compared to face-to-face communication,memos and business correspondence provide more cues about the context,thereby providing people with a greater awareness of context.

Which of the following modes of communication conveys the richest information?

The ________ of a communication medium is the potential information-carrying capacity of the communication medium.

With reference to the place-time model of interaction,which of the following modes of interaction can accomplish a communication that takes place at the same time but at different places?

The least-rich mode of communication among the following is ________.

E-mail acts as an equalizer because the absence of status cues makes it difficult for high-status people to dominate the discussion.