Question 1

Low verbal immediacy is intended to engage or compel the other party,while high verbal immediacy is intended to create a sense of distance or aloofness.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following would be likely to distort messages and their meaning,preventing them from being understood completely?

Accepted Answer

A)  shared or common goals between the sender and receiver 
B)  the elimination of distraction and confusion in the communication environment 
C)  the avoidance of symbolic communication 
D)  the congruence or incongruence between multiple transmission channels 
E)  All of the above would be likely to distort messages and their meaning. 
A)  shared or common goals between the sender and receiver 
B)  the elimination of distraction and confusion in the communication environment 
C)  the avoidance of symbolic communication 
D)  the congruence or incongruence between multiple transmission channels 
E)  All of the above would be likely to distort messages and their meaning.

Question 3

In which of the following examples is the communication model listed in the correct order?

Accepted Answer

A)  sender encodes the message,message is transmitted,receiver decodes the message,receiver provides feedback to the sender 
B)  message is transmitted,sender encodes the message,receiver decodes the message,receiver provides feedback to the sender 
C)  sender encodes the message,receiver decodes the message,message is transmitted,receiver provides feedback to the sender 
D)  sender encodes the message,message is transmitted,receiver provides feedback to the sender,receiver decodes the message 
E)  None of the above list the communication process in the correct order. 
A)  sender encodes the message,message is transmitted,receiver decodes the message,receiver provides feedback to the sender 
B)  message is transmitted,sender encodes the message,receiver decodes the message,receiver provides feedback to the sender 
C)  sender encodes the message,receiver decodes the message,message is transmitted,receiver provides feedback to the sender 
D)  sender encodes the message,message is transmitted,receiver provides feedback to the sender,receiver decodes the message 
E)  None of the above list the communication process in the correct order.

Question 4

Define exonerating circumstances.

Accepted Answer

A)  Negotiators suggest that they had no choice in taking the positions they did. 
B)  Negotiators explain their positions from a broader perspective,suggesting that while their current position may appear negative it derives from positive motives. 
C)  Outcomes can be explained by changing the context. 
D)  Negotiators who use multiple explanations are more likely to have better outcomes. 
E)  None of the above can define exonerating circumstances. 
A)  Negotiators suggest that they had no choice in taking the positions they did. 
B)  Negotiators explain their positions from a broader perspective,suggesting that while their current position may appear negative it derives from positive motives. 
C)  Outcomes can be explained by changing the context. 
D)  Negotiators who use multiple explanations are more likely to have better outcomes. 
E)  None of the above can define exonerating circumstances.

Question 5

High levels of language intensity are used to convey strong feelings in the recipient,while low intensity conveys weak feelings.

Accepted Answer

A) True 
 B)False

Question 6

Define "reframing explanations."

Accepted Answer

Outcomes can be expl

Question 7

A communicative framework for negotiation is based on what assumptions?

Accepted Answer

(1)The communication of offers is a dyna

Question 8

Messages are the ____________ forms by which information is communicated.

Accepted Answer

The answer of Messages are the ____________ forms by which...

Question 9

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

Accepted Answer

A)  failures and distortions in perception,meaning,and feedback 
B)  failures and distortions in perception,feedback,and behaviors 
C)  failures and distortions in perception,communication,and framing 
D)  failures and distortions in perception,cognition,and communication 
E)  None of the above contribute to breakdowns and failures in negotiation. 
A)  failures and distortions in perception,meaning,and feedback 
B)  failures and distortions in perception,feedback,and behaviors 
C)  failures and distortions in perception,communication,and framing 
D)  failures and distortions in perception,cognition,and communication 
E)  None of the above contribute to breakdowns and failures in negotiation.

Question 10

Communication "works" to the degree that a wide variety of information is completely and thoroughly shared among the parties,and mutual understanding is reached.

Accepted Answer

A) True 
 B)False

Question 11

Why do negotiators treat e-mail as just another vehicle for written communication?

Accepted Answer

Because it is analytically sim

Question 12

The use of _____________________ is defined as when negotiators use positive words when speaking of their own positions,and negative words when referring to the other party's position.

Accepted Answer

The answer of The use of _____________________ is defined as...

Question 13

_____________ 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

The answer of _____________ techniques allow negotiators to understand more...

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

What three main techniques are available for improving communication in negotiation?

Accepted Answer

The use of

Question 16

Mitigating 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

A) True 
 B)False

Question 17

Describe the communication model.

Accepted Answer

A sender has a thought or meaning in his

Question 18

Sitkin and Bies suggest that 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

A) True 
 B)False

Question 19

Questions can be used to

Accepted Answer

A)  manage difficult or stalled negotiations. 
B)  pry or lever a negotiation out of a breakdown or an apparent dead end. 
C)  assist or force the other party to face up to the effects or consequences of their behaviors. 
D)  collect and diagnose information. 
E)  Questions can be used for all of the above. 
A)  manage difficult or stalled negotiations. 
B)  pry or lever a negotiation out of a breakdown or an apparent dead end. 
C)  assist or force the other party to face up to the effects or consequences of their behaviors. 
D)  collect and diagnose information. 
E)  Questions can be used for all of the above.

Question 20

As negotiations come to a close,what are the two key aspects of communication and negotiation that negotiators must attend to simultaneously?

Accepted Answer

The avoidance of fatal mistake

Low verbal immediacy is intended to engage or compel the other party,while high verbal immediacy is intended to create a sense of distance or aloofness.

Which of the following would be likely to distort messages and their meaning,preventing them from being understood completely?

In which of the following examples is the communication model listed in the correct order?

Define exonerating circumstances.

High levels of language intensity are used to convey strong feelings in the recipient,while low intensity conveys weak feelings.

Define "reframing explanations."

A communicative framework for negotiation is based on what assumptions?

Messages are the ____________ forms by which information is communicated.

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

Communication "works" to the degree that a wide variety of information is completely and thoroughly shared among the parties,and mutual understanding is reached.

Why do negotiators treat e-mail as just another vehicle for written communication?

The use of _____________________ is defined as when negotiators use positive words when speaking of their own positions,and negative words when referring to the other party's position.

_____________ 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.

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

What three main techniques are available for improving communication in negotiation?

Mitigating 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.

Describe the communication model.

Sitkin and Bies suggest that 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.

Questions can be used to

As negotiations come to a close,what are the two key aspects of communication and negotiation that negotiators must attend to simultaneously?

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

Low verbal immediacy is intended to engage or compel the other party,while high verbal immediacy is intended to create a sense of distance or aloofness.

Which of the following would be likely to distort messages and their meaning,preventing them from being understood completely?

In which of the following examples is the communication model listed in the correct order?

Define exonerating circumstances.

High levels of language intensity are used to convey strong feelings in the recipient,while low intensity conveys weak feelings.

Define "reframing explanations."

A communicative framework for negotiation is based on what assumptions?

Messages are the ____________ forms by which information is communicated.

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

Communication "works" to the degree that a wide variety of information is completely and thoroughly shared among the parties,and mutual understanding is reached.

Why do negotiators treat e-mail as just another vehicle for written communication?

The use of _____________________ is defined as when negotiators use positive words when speaking of their own positions,and negative words when referring to the other party's position.

_____________ 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.

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

What three main techniques are available for improving communication in negotiation?

Mitigating 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.

Describe the communication model.

Sitkin and Bies suggest that 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.

Questions can be used to

As negotiations come to a close,what are the two key aspects of communication and negotiation that negotiators must attend to simultaneously?

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