Question 1

Which of the following modes of communication does not offer the recipient paralinguistic cues?
A) videoconferencing
B) face-to-face communication
C) computer messaging
D) telephonic communication

Accepted Answer

Paralinguistic cues include facial expressions, gestures, body language, and tone of voice. Videoconferencing, face-to-face communication, and telephonic communication all offer these cues, but computer messaging does not.

Question 2

U.S.-based Bluegray Designs is undertaking a project for a client based in Sweden.As a result,most negotiation interactions will take place through telephone conferences or e-mail.Which of the following demonstrates that this system will be a disadvantage for Bluegray?
A) When negotiators are not face-to-face, they reach more integrative agreements when they believe that the other party is nearby rather than far away.
B) The formality of a scheduled phone meeting may compel parties to better prepare for the negotiation.
C) Conflicts are expressed, recognized, and addressed more quickly if negotiators work in close proximity.
D) Distance creates a "buffer zone" between parties, minimizing nonverbal cues.

Accepted Answer

The answer of U.S.-based Bluegray Designs is undertaking a project...

Question 3

William works as a sales manager for a company which exports garments.William is negotiating a sales contract with an international client.He is conducting the negotiation through e-mails.Which of the following is he more likely to observe?
A) Conflicts are expressed, recognized, and addressed quickly.
B) The negotiations usually reach integrative outcomes.
C) He could quickly clarify his doubts due to frequent feedback.
D) The counterparty adopts an adversarial negotiation style.

Accepted Answer

Negotiating through emails can often lead to misunderstandings and a lack of immediate feedback, which might cause parties to adopt a more defensive or adversarial stance. The absence of non-verbal cues and real-time interaction can make it harder to build trust and understand the other party's intentions, leading to a more adversarial negotiation style.

Question 4

Negotiations conducted using which of the following modes of communication are more likely to reach integrative (win-win)outcomes and more balanced distributions of surplus?
A) e-mails
B) telephonic conversation
C) face-to-face
D) instant messaging

Accepted Answer

Face-to-face communication allows for better nonverbal cues, active listening, and a deeper understanding of the other party's perspective. This can lead to a more collaborative and integrative negotiation process and a more balanced distribution of surplus. E-mails and instant messaging lack the personal touch and can easily lead to misunderstandings, while telephonic conversations may lack the visual cues and body language necessary for effective communication.

Question 5

U.S.-based Bluegray Designs is undertaking a project for a client based in Sweden.As a result,most negotiation interactions will take place through telephone conferences or e-mail.Which of the following demonstrates that this system will be an advantage for Bluegray?
A) Conflicts are expressed more quickly if negotiators work in close proximity.
B) Greater distance tends to block the feedback loops provided in face-to-face negotiations.
C) The formality of a scheduled phone meeting allows parties to better prepare for the negotiation.
D) Distance eliminates the tendency of negotiators to chat informally.

Accepted Answer

The formality of a scheduled phone meeting allows both parties to better prepare for the negotiation. This is a benefit of negotiating through telephone conferences, as it helps to ensure that all parties are well-prepared and informed for the negotiation.

Question 6

Which of the following statements is true for negotiations conducted via e-mail?
A) E-negotiators are forced to make more assumptions than face-to-face negotiators.
B) There is more turn-taking in negotiations conducted via e-mail than in face-to-face negotiations.
C) E-negotiators ask more clarifying questions than do face-to-face negotiators.
D) Negotiations conducted via e-mail allow people to correct misunderstandings immediately.

Accepted Answer

E-negotiators often have to make more assumptions due to the lack of immediate feedback, non-verbal cues, and the asynchronous nature of email communication, which can lead to misunderstandings or a need for clarification.

Question 7

Max is the CEO of Telemax Inc.He realizes that the informal communication that occurs in his organization is what is most important and most critical to ensuring better communication during meetings.Which of the following modes of communication should he encourage in order to boost informal communication among his employees?
A) videoconferencing
B) telephonic conversations
C) instant messaging
D) voice mail

Accepted Answer

Instant messaging is the best mode of communication to encourage informal communication among employees, as it allows for quick and informal conversations that can build relationships and improve communication flow during meetings. Videoconferencing and telephonic conversations may be too formal and time-consuming, while voice mail is a one-way message that does not allow for interaction.

Question 8

The temporal synchrony bias is the tendency for negotiators to ________.
A) view two options as more dissimilar when evaluating them simultaneously than when evaluating them separately
B) have a stronger preference for more immediate payoffs relative to later payoffs
C) overestimate one's degree of influence over other external events
D) behave as if they are communicating at the same time when in fact they are not

Accepted Answer

The temporal synchrony bias refers to the tendency for negotiators to behave as if they are communicating in real-time, even when they are not, such as in asynchronous communication.

Question 9

It is generally observed that people are more likely to engage in counter-normative social behavior when interacting via e-mail.Which of the following statements,if true,would most likely weaken this argument?
A) When interacting via e-mail, people often misattribute the behavior of others to their underlying character traits while ignoring the influence of temporary, situational factors.
B) In the case of e-mail communication, both visual anonymity and remote distance inhibit the activation of the continuation norm.
C) While writing e-mails, people pay more attention to the style of the message rather than to the content of the message.
D) While communicating with e-mails, people tend to attribute malevolent motives to people they don't know or who represent the out-group.

Accepted Answer

If people pay more attention to the style of the message rather than the content, it suggests they are concerned with how they are perceived, which could lead to more normative behavior rather than counter-normative behavior.

Question 10

Which of the following modes of communication offers the recipient only linguistic cues?
A) face-to-face communication
B) telephonic conversation
C) e-mail communication
D) videoconferencing

Accepted Answer

E-mail communication only offers linguistic cues as there are no visual or auditory elements.

Question 11

Conflicts are expressed,recognized,and addressed more quickly ________.
A) in the absence of frequent feedback
B) when the negotiators interact asynchronously
C) when plenty of time is available for negotiations
D) if negotiators work in close proximity

Accepted Answer

If negotiators work in close proximity, conflicts are more likely to be expressed and recognized quickly, allowing for timely resolution. Being physically close to one another facilitates communication and the ability to address issues in a timely manner.

Question 12

Your company is opening branches in three new cities.You foresee the need for daily communication between employees in the different branches for an update on the day's work.Which of the following methods of communication will allow you to communicate at the same time,from different places,while minimizing psychological distance and maximizing nonverbal cues?
A) videoconferencing
B) instant messaging
C) voice mail
D) e-mail messages

Accepted Answer

Videoconferencing allows for real-time communication with visual and audio cues, which helps to minimize psychological distance and maximize nonverbal cues. It is the best choice for daily communication between employees in different branches. Instant messaging and email are good options for quick messaging, but they do not provide the same level of interaction as videoconferencing. Voice mail is not a suitable choice for daily communication since it is not real-time and does not allow for immediate feedback.

Question 13

DEC Inc.recently revamped its headquarters,abandoning its open-plan system for private cubicles that allow employees to work with minimum distraction.However,it was noted that the productivity during meetings decreased and the time taken to reach a decision lengthened significantly after the switch.What can DEC do to remedy this situation and improve consensus?
A) DEC should install a company-wide instant messaging service and encourage employees to use it.
B) DEC should make it mandatory for all issues to be handled through e-mail.
C) DEC should limit employees' access to social networking websites and non-work-related sites.
D) DEC should ask employees to mail a status report of their daily activities at the end of each day.

Accepted Answer

Installing a company-wide instant messaging service can allow employees to communicate with each other easily without being distracted by the open-plan system. This can help to facilitate discussions and speed up the decision-making process, ultimately improving consensus. E-mail may not be as effective as instant messaging as it can be slow and may not allow for real-time conversations. Limiting access to non-work-related sites may also help, but it may not address the root cause of the productivity issues during meetings. Asking for daily status reports may be time-consuming and may not necessarily improve consensus.

Question 14

You are negotiating a sales contract with a new client.You are aware of the fact that people rely primarily on nonverbal signals to help them conduct social interactions.Thus,in order to encourage a good rapport between you and the counterparty,you should ________.
A) maintain an indirect body orientation
B) maintain steady eye contact
C) lean backward
D) cross your arms

Accepted Answer

Maintaining steady eye contact is an effective way to build rapport with the counterparty as it conveys sincerity, confidence, and attentiveness. This can help establish trust and build a positive relationship, which is essential for successful negotiations. Indirect body orientation, leaning backward, and crossing arms can convey disinterest, discomfort, or defensiveness, which can undermine rapport and impede negotiation outcomes.

Question 15

You are negotiating a sales contract with a potential client and get the feeling that you won't be able to develop a good rapport with him.You most likely observe that your potential client ________.
A) is sitting with a forward lean
B) has an open body posture
C) is maintaining steady eye contact
D) is sitting with crossed arms

Accepted Answer

When a person sits with crossed arms, this is often a sign of defensiveness or discomfort. It can indicate that they are not fully open to what you are saying and can make it difficult to develop a good rapport.

Question 16

Which of the following is an advantage of e-negotiations?
A) E-negotiations reach more integrative outcomes than face-to-face negotiations.
B) As compared to face-to-face negotiations, e-negotiations result in increased overall satisfaction for both the parties.
C) During e-negotiations power and status differences are minimized.
D) E-negotiators are less likely to suspect the other party of lying or deceiving them, relative to negotiators interacting face-to-face.

Accepted Answer

During e-negotiations, power and status differences between negotiators are minimized as the negotiation takes place on an equal technological platform. This can lead to a more level playing field and decreased intimidation or pressure to concede. However, choices A, B, and D are not necessarily advantages of e-negotiations and may depend on the specific situation and parties involved.

Question 17

Which of the following is a key bias that affects the ability of people to negotiate via e-mail?
A) omission bias
B) flaming bias
C) impact bias
D) distinction bias

Accepted Answer

Flaming bias is the tendency of people to be more confrontational or aggressive in online communication, such as email, than they would be in face-to-face communication. This can negatively impact negotiations and hinder progress towards a mutually acceptable agreement. Omission bias refers to the tendency to avoid making a decision by omitting important information, impact bias refers to overestimating the intensity and duration of emotions in response to a future event, and distinction bias refers to a preference for options that are clearly distinct from one another.

Question 18

Which of the following is likely to be the most limiting aspect of same-time,different-place negotiations?
A) the lack of an appropriate communication channel
B) the increase in the time required for negotiation
C) the loss of informal communication
D) the decrease in the level of cooperation

Accepted Answer

The most limiting aspect of same-time, different-place negotiations is the loss of informal communication. When negotiators are not physically present in the same room, they miss out on opportunities for informal conversations that can help build trust and rapport, as well as provide valuable information that could be used in the negotiation process. This can lead to misunderstandings and a lack of cooperation between the parties involved.

Question 19

The ________ refers to the perception that negotiation is unstable and should be terminated.
A) recency effect
B) conjunction fallacy
C) flaming bias
D) exit bias

Accepted Answer

The exit bias refers to the tendency to end negotiations prematurely due to the perception that negotiations are unstable or unlikely to reach a desirable outcome. This bias can lead negotiators to settle for less favorable terms or miss out on potential opportunities for mutual gain.

Question 20

Which of the following statements is true regarding e-mail communication?
A) As compared to face-to-face negotiation, people negotiating via e-mail are less likely to negatively confront one another.
B) It provides a continuous feedback loop so that people can immediately clarify their doubts.
C) As compared to face-to-face negotiation, e-mail negotiations offer more context cues and are therefore richer.
D) People who would normally not approach others in person are much more likely to initiate e-mail exchange.

Accepted Answer

E-mail communication allows people who would normally not approach others in person to initiate exchange due to the absence of face-to-face interaction.

Quiz 12: Negotiating Via Information Technology

Which of the following modes of communication does not offer the recipient paralinguistic cues?

U.S.-based Bluegray Designs is undertaking a project for a client based in Sweden.As a result,most negotiation interactions will take place through telephone conferences or e-mail.Which of the following demonstrates that this system will be a disadvantage for Bluegray?

William works as a sales manager for a company which exports garments.William is negotiating a sales contract with an international client.He is conducting the negotiation through e-mails.Which of the following is he more likely to observe?

Negotiations conducted using which of the following modes of communication are more likely to reach integrative (win-win) outcomes and more balanced distributions of surplus?

U.S.-based Bluegray Designs is undertaking a project for a client based in Sweden.As a result,most negotiation interactions will take place through telephone conferences or e-mail.Which of the following demonstrates that this system will be an advantage for Bluegray?

Which of the following statements is true for negotiations conducted via e-mail?

The temporal synchrony bias is the tendency for negotiators to ________.

It is generally observed that people are more likely to engage in counter-normative social behavior when interacting via e-mail.Which of the following statements,if true,would most likely weaken this argument?

Which of the following modes of communication offers the recipient only linguistic cues?

Conflicts are expressed,recognized,and addressed more quickly ________.

You are negotiating a sales contract with a new client.You are aware of the fact that people rely primarily on nonverbal signals to help them conduct social interactions.Thus,in order to encourage a good rapport between you and the counterparty,you should ________.

You are negotiating a sales contract with a potential client and get the feeling that you won't be able to develop a good rapport with him.You most likely observe that your potential client ________.

Which of the following is an advantage of e-negotiations?

Which of the following is a key bias that affects the ability of people to negotiate via e-mail?

Which of the following is likely to be the most limiting aspect of same-time,different-place negotiations?

The ________ refers to the perception that negotiation is unstable and should be terminated.

Which of the following statements is true regarding e-mail communication?