Deck 7: Communication Process and Outcomes

Question 1

Which of the following defines exonerating circumstances?

A) Outcomes can be explained by changing the context.
B) Negotiators who use multiple explanations are more likely to have better outcomes.
C) Negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative it derives from positive motives.
D) Negotiators suggest that they had no choice in taking the positions they did.

Answer 1

C

Question 2

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.

Answer 2

True

Question 3

Research consistently demonstrates that even those parties whose goals are compatible or integrative may fail to reach agreement or may reach suboptimal agreements because of the misperceptions of the other party or because of breakdowns in the communication process.

Answer 3

True

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.

Question 5

For semantics, syntax, and style, language operates at which of the following levels?

A) Systemic
B) Pragmatic
C) Logical
D) Semantic

Question 6

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

Question 7

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

Question 8

For proposals or offers, language operates at which of the following levels?

A) Systemic
B) Pragmatic
C) Logical
D) Semantic

Question 9

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

Question 10

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 11

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.

Question 12

All of the following are considered nonverbal communication, except:

A) Head movements
B) Laughing
C) Facial expressions
D) Body language

Question 13

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 14

The use of network-mediated information technologies in negotiation is sometimes referred to as:

A) e-commerce
B) cyber cafes
C) web zones
D) virtual negotiations

Question 15

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

Question 16

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

Question 17

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.

Question 18

What message does not looking the other person in the eye when they are speaking to you send to the speaker?

A) That you are not listening
B) That you are interested
C) That you agree with what they are saying
D) That you are listening

Question 19

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

Question 20

The key variation that distinguishes one communication channel from another is:

A) social presence
B) social motive
C) emotional intelligence
D) cognitive bias

Question 21

Trust is based on the beliefs of a group.

Question 22

Greater expectations of trust between negotiators lead to weaker information sharing with the other party.

Question 23

Higher levels of trust make negotiations more difficult.

Question 24

When Ms. Parker teaches history to her class of grade seven students, she often notices that Oliver, one of her students who sits in the front row, frequently nods his head at her while she speaks. What kind of listening is Oliver using?

A) Responsive
B) Acknowledgement
C) Passive
D) Active

Question 25

Good communication also leads to higher levels of suspicion.

Question 26

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

Question 27

Three main techniques are available for improving communication in negotiation: active listening, passive listening, and reflective listening.

Question 28

justice is about the distribution of outcomes.

A) Distributive
B) Systemic
C) Interactional
D) Procedural

Question 29

All of the following contribute to the level of trust one negotiator has for another, except:

A) The number of negotiators involved in the transaction
B) The individual's disposition toward trust
C) The history of the relationship between the parties
D) Situation factors

Question 30

Which of the following types of unmanageable questions forces the other party to see things your way?

A) Impulse questions
B) Close-out questions
C) Heated questions
D) Loaded questions

Question 31

Acknowledgement is a form of listening.

Question 32

There is evidence that parties anticipating an online negotiation expect more trust before the negotiations begin.

Question 33

With passive listening:

A) the receivers interject responses to keep communicators sending messages.
B) the receiver provides no feedback to the sender about the accuracy or completeness of reception.
C) senders may misinterpret acknowledgments as the receiver's agreement with their position, rather than that they are simply receiving the message.
D) the receivers restate or paraphrase the sender's message in their own language.

Question 34

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

Question 35

Which of the following types of unmanageable questions occur on the spur of the moment, without planning, and tend to get conversation off the track?

A) Impulse questions
B) Heated questions
C) Close-out questions
D) Loaded questions

Question 36

Systemic justice is about:

A) the process of determining outcomes.
B) the distribution of outcomes.
C) how parties treat each other in one-to-one relationships.
D) how organizations appear to treat groups of individuals and the norms that develop for how they should be treated.

Question 37

Questions can be used to:

A) Assist or force the other party to face up to the effects or consequences of their behaviours.
B) Pry or lever a negotiation out of a breakdown or an apparent dead end.
C) Manage difficult or stalled negotiations.
D) Questions can be used for all of these objectives.

Question 38

Which of the following are types of manageable questions?

A) Loaded questions that put the other party on the spot regardless of his/her answer.
B) Leading questions that point toward an answer.
C) Close-out questions that force the other party into seeing things your way.
D) Impulse questions that occur "on the spur of the moment," without planning.

Question 39

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

A) Failures and distortions in perception, cognition, and communication
B) Failures and distortions in perception, communication, and framing
C) Failures and distortions in perception, feedback, and behaviours
D) Failures and distortions in perception, meaning, and feedback

Question 40

processes tend to increase trust.

A) Integrative
B) Distributive
C) Reflective
D) Accommodative

Question 41

Summarize four forms of justice.

Question 42

Can an individual have a positive reputation in some situations, while having a negative reputation in others? If so, why?

Question 43

Contrast open questions, leading questions, and cool questions.

Question 44

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 45

Define social presence.

Question 46

A communicative framework for negotiation is based on what assumptions?

Question 47

How does trust impact negotiations?

Question 48

What three techniques have been proposed for improving communication in negotiation?

Question 49

Describe the two levels on which language operates.

Question 50

What occurs during reframing explanations?

Question 51

What conditions are more favourable in repairing a relationship where trust has been broken?

Question 52

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

Question 53

How does the existence of a good BATNA change the circumstances of a negotiation?