Question 1

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

Accepted Answer

e-mail

Question 2

How can feedback be used strategically?

Accepted Answer

Feedback can be used strategically to induce concessions,changes in strategy,or altered assessments of process and outcome.

Question 3

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

A) True 
 B)False  True

Question 4

Which of the following is not one of the four biases that threaten e-mail negotiations?

Accepted Answer

A) Temporal synchrony bias  is the tendency for e-mail negotiators to behave as if they are in a synchronous situation when they are not (parties are not working on the same time frame). 
B) Sinister attribution bias  occurs when one mistakenly assumes that another's behavior is caused by personality flaws,while overlooking the role of situational factors (dissimilarity between parties and shortage of rapport may exist among e-mail lead individuals to project sinister and deceitful motives onto the other party). 
C) Impasse in e-mail negotiations bias  is the tendency for the negotiators to disclose personal information through e-mail about themselves and the issues with the other party (no mutual self-disclosure on the part of the out-group party). 
D) Burned bridge bias  is the tendency for individuals to employ risky behavior during e-mail negotiations that they would not use during a face-to-face encounter (negotiators may be more willing to challenge the other party). 
E)  Squeaky wheel bias is the tendency for e-mail negotiators to use a negative emotional style to achieve their goals (resort to intimidation,rude behavior,poor etiquette to achieve outcomes). 
A) Temporal synchrony bias  is the tendency for e-mail negotiators to behave as if they are in a synchronous situation when they are not (parties are not working on the same time frame). 
B) Sinister attribution bias  occurs when one mistakenly assumes that another's behavior is caused by personality flaws,while overlooking the role of situational factors (dissimilarity between parties and shortage of rapport may exist among e-mail lead individuals to project sinister and deceitful motives onto the other party). 
C) Impasse in e-mail negotiations bias  is the tendency for the negotiators to disclose personal information through e-mail about themselves and the issues with the other party (no mutual self-disclosure on the part of the out-group party). 
D) Burned bridge bias  is the tendency for individuals to employ risky behavior during e-mail negotiations that they would not use during a face-to-face encounter (negotiators may be more willing to challenge the other party). 
E)  Squeaky wheel bias is the tendency for e-mail negotiators to use a negative emotional style to achieve their goals (resort to intimidation,rude behavior,poor etiquette to achieve outcomes).

Question 5

____________ is the process by which messages are put into symbolic form.

Accepted Answer

The answer of ____________ is the process by which messages...

Question 6

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

Accepted Answer

The answer of Nonverbal communication-done well-may help negotiators achieve better...

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is not one of the five linguistic dimensions of making threats?

Accepted Answer

A)  the use of polarized language 
B)  the conveyance of verbal immediacy 
C)  the degree of lexical diversity 
D)  the extent of low-power language style 
E)  All of the above are elements of the five linguistic dimensions of making threats. 
A)  the use of polarized language 
B)  the conveyance of verbal immediacy 
C)  the degree of lexical diversity 
D)  the extent of low-power language style 
E)  All of the above are elements of the five linguistic dimensions of making threats.

Question 9

In passive listening

Accepted Answer

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 above occurs 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 above occurs in passive listening.

Question 10

What are the five linguistic dimensions of making threats?

Accepted Answer

The use of polarized language,

Question 11

_____________ questions cause attention,get information and start thinking.

Accepted Answer

The answer of _____________ questions cause attention,get information and start...

Question 12

_____________ and ____________ are the conduits by which messages are carried.

Accepted Answer

The answer of _____________ and ____________ are the conduits by...

Question 13

According to Pinkley and her colleagues,having a BATNA changes which things in a negotiation?

Accepted Answer

(1)Negotiators with attractive BATNAs se

Question 14

Decoding can be defined as the process by which messages are put into symbolic form.

Accepted Answer

A) True 
 B)False

Question 15

Achieving _____________ in negotiation is,in large part,making decisions to accept offers,to compromise priorities,to trade off across issues with the other party,or some combination of these elements.

Accepted Answer

The answer of Achieving _____________ in negotiation is,in large part,making...

Question 16

One of the most common techniques for clarifying communication and eliminating noise and distortion is the use of _____________.

Accepted Answer

The answer of One of the most common techniques for...

Question 17

Define social bandwidth.

Accepted Answer

The ability of a channel to carry and co

Question 18

One-way communication is the only instance in which feedback is not essential to the communication process.

Accepted Answer

A) True 
 B)False

Question 19

A communicator who wishes to convey an emotional appeal may risk message ____________ in writing when a personal conversation would make it easier to convey emotion.

Accepted Answer

The answer of A communicator who wishes to convey an...

Question 20

Successful reflective responding can be characterized by

Accepted Answer

A)  a greater emphasis on speaking than listening. 
B)  responding to abstract rather than personal points. 
C)  following the other rather than leading him or her into areas that the listener thinks should be explored. 
D)  suggesting or questioning what the speaker should be thinking or feeling. 
E)  All of the above are characteristics of reflective responding. 
A)  a greater emphasis on speaking than listening. 
B)  responding to abstract rather than personal points. 
C)  following the other rather than leading him or her into areas that the listener thinks should be explored. 
D)  suggesting or questioning what the speaker should be thinking or feeling. 
E)  All of the above are characteristics of reflective responding.

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

How can feedback be used strategically?

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.

Which of the following is not one of the four biases that threaten e-mail negotiations?

____________ is the process by which messages are put into symbolic form.

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

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

Which of the following is not one of the five linguistic dimensions of making threats?

In passive listening

What are the five linguistic dimensions of making threats?

_____________ questions cause attention,get information and start thinking.

_ and are the conduits by which messages are carried.

According to Pinkley and her colleagues,having a BATNA changes which things in a negotiation?

Decoding can be defined as the process by which messages are put into symbolic form.

Achieving _____________ in negotiation is,in large part,making decisions to accept offers,to compromise priorities,to trade off across issues with the other party,or some combination of these elements.

One of the most common techniques for clarifying communication and eliminating noise and distortion is the use of _____________.

Define social bandwidth.

One-way communication is the only instance in which feedback is not essential to the communication process.

A communicator who wishes to convey an emotional appeal may risk message ____________ in writing when a personal conversation would make it easier to convey emotion.

Successful reflective responding can be characterized by

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 7: Communication

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

How can feedback be used strategically?

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.

Which of the following is not one of the four biases that threaten e-mail negotiations?

____________ is the process by which messages are put into symbolic form.

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

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

Which of the following is not one of the five linguistic dimensions of making threats?

In passive listening

What are the five linguistic dimensions of making threats?

_____________ questions cause attention,get information and start thinking.

_____________ and ____________ are the conduits by which messages are carried.

According to Pinkley and her colleagues,having a BATNA changes which things in a negotiation?

Decoding can be defined as the process by which messages are put into symbolic form.

Achieving _____________ in negotiation is,in large part,making decisions to accept offers,to compromise priorities,to trade off across issues with the other party,or some combination of these elements.

One of the most common techniques for clarifying communication and eliminating noise and distortion is the use of _____________.

Define social bandwidth.

One-way communication is the only instance in which feedback is not essential to the communication process.

A communicator who wishes to convey an emotional appeal may risk message ____________ in writing when a personal conversation would make it easier to convey emotion.

Successful reflective responding can be characterized by

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

_ and are the conduits by which messages are carried.