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.

Accepted Answer

Exonerating circumstances refer to situations where negotiators explain their positions by suggesting that, although their current stance may seem negative, it actually stems from positive intentions or motives.

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.

Accepted Answer

Researchers have been studying the impact of communication channels, including email, on negotiation processes and outcomes for many years, as digital communication has become increasingly prevalent.

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.

Accepted Answer

Research shows that misperceptions and communication breakdowns can hinder agreement, even when parties have compatible goals.

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 statement accurately summarizes the findings of Thompson et al. regarding the impact of social comparison on negotiators' evaluation of their own outcomes.

Question 5

For semantics, syntax, and style, language operates at which of the following levels?
A) Systemic
B) Pragmatic
C) Logical
D) Semantic

Accepted Answer

The answer of For semantics, syntax, and style, language operates...

Question 6

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

Accepted Answer

Manageable questions are designed to be easily answered and lead to productive discussions. They do not cause difficulty, give relevant information, and help bring the discussion to a logical 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).

Accepted Answer

The systematic level involves semantics, syntax, and style, while the pragmatic level deals with the context and practical use of language in negotiations.

Question 8

For proposals or offers, language operates at which of the following levels?
A) Systemic
B) Pragmatic
C) Logical
D) Semantic

Accepted Answer

The answer of For proposals or offers, language operates at...

Question 9

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 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.

Accepted Answer

The statement is true, as it acknowledges that negotiation outcomes are affected by factors other than just the content of communication. Such factors may include parties' power dynamic, negotiation style and approach, underlying interests and values, among others.

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.

Accepted Answer

Role-reversal techniques involve negotiators taking on the perspective of the other party, which helps them understand and articulate the other party's positions effectively, demonstrating comprehension.

Question 12

All of the following are considered nonverbal communication, except:
A) Head movements
B) Laughing
C) Facial expressions
D) Body language

Accepted Answer

Laughing is a verbal communication, not a nonverbal communication.

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.

Accepted Answer

Providing multiple explanations can enhance understanding and trust, leading to better negotiation outcomes, and explaining poor outcomes can help mitigate negative perceptions.

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

Accepted Answer

Virtual negotiations refer to the use of network-mediated information technologies to conduct negotiations, allowing parties to communicate and negotiate without being physically present.

Question 15

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

Accepted Answer

Nonverbal communication, such as body language and facial expressions, can enhance understanding and cooperation, leading to more effective negotiation outcomes.

Question 16

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 focusing on finding faults or weaknesses in the speaker's message, often to criticize or argue, rather than withholding feedback.

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.

Accepted Answer

Exonerating circumstances involve explaining actions or positions by highlighting underlying positive intentions, even if the actions themselves seem negative.

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

Accepted Answer

Not looking the other person in the eye can suggest that you are not paying attention or are disinterested in the conversation.

Question 19

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

Accepted Answer

Manageable questions are designed to engage the listener, prompting them to focus, provide information, and stimulate thought.

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

Accepted Answer

Social presence refers to the degree to which a communication channel allows users to experience others as being psychologically present, which is a key factor in distinguishing different communication channels.

Quiz 7: Communication Process and Outcomes

Which of the following defines exonerating circumstances?

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.

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.

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

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

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

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

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

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.

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.

All of the following are considered nonverbal communication, except:

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.

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

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

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

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.

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

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

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