Exam 7: Communication

The more diverse the goals of the two parties,or the more antagonistic they are in their relationship,the lesser the likelihood that distortions and errors in communication will occur.

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?

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

The presence of feedback can

_____________ is conceptualized as an activity that occurs between a sender and a receiver.

Define the "information is weakness" effect.

Gibbons,Bradac,and Busch suggest that threats can be made more credible and more compelling by using

Encoding can be defined as

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

How does communication pervade the negotiation process according to Putnam and Poole?

High levels of __________________ denote comfort and competence with language,and low levels denote discomfort,anxiety,or inexperience.

Research supports which conclusion about role reversal?

Most communication,particularly in negotiation,involves give-and-take dialogue and discussion between at least two parties.

In communication between a sender and a receiver a variety of external factors does not distort messages and their meaning thereby inhibiting comprehension and mutual understanding.

How can using the five linguistic dimensions make threats more credible and compelling?

The more prone we are to use symbolic communication,the more likely it is that the symbols we choose may not accurately communicate the meaning we intend.

Which of the following are types of manageable questions?

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.

"Interpretation" can be defined as

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