Exam 7: Communication Process and Outcomes

If enough people begin to distrust the authority or discredit its legitimacy, they will begin to defy it and thereby undermine its potential as a source of power.

When agents, constituencies, and external audiences are present in a negotiation, they can become actively involved to formally or informally pressure others as part of the negotiation process.

Which of the following describe power?

Information as a source of power is

The routes of persuasion are different, but very similar.

Negotiators frequently give very little attention to the other party's opinions and point of view.

Define legitimate power.

Which of the following major things can listeners do to resist the other's influence efforts?

Which of these can be used to pursue the peripheral route to influence?

How does a negotiator "inoculate" him/herself against the other party's arguments?

What is the norm of reciprocity?

Negotiators who don't care about their power or who have matched power -equally high or low- will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome.

The available labour supply, staff that can be allocated to a problem or task, temporary help is called human capital.

Which of the following do not have an effect on the recipient of a persuasive message?

One of the major sources of power, relationship-based power can be defined as power that is derived from the context, situation, or environment in which negotiations take place.

Why is having a great BATNA a strong source of power?

In very broad terms, what are the four major sources of power?

What is a likely outcome for a negotiator who isn't concerned with power?

The intensity of language can be increased through the use of:

Compare and contrast the primacy effect and the recency effect.