Question 1

Which of the following is not a major issue when constructing a message?

Accepted Answer

A)  the content of the message 
B)  the structure of the message 
C)  the delivery style 
D)  the language of the message 
E)  All of the answers are correct 
A)  the content of the message 
B)  the structure of the message 
C)  the delivery style 
D)  the language of the message 
E)  All of the answers are correct

Question 2

Expert power is accorded to those who demonstrate some level of command and mastery of a body of information.

Accepted Answer

A) True 
 B)False

Question 3

Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:

Accepted Answer

A)  create a group structure that gives one person a power base, group members generate a willingness within themselves to obey that person's directives. 
B)  willingly give up their right to participate in every decision by vesting authority in someone who can act on their behalf. 
C)  acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders. 
D)  simply show respect for a person's position or organization. 
E)  All of the answers are correct. 
A)  create a group structure that gives one person a power base, group members generate a willingness within themselves to obey that person's directives. 
B)  willingly give up their right to participate in every decision by vesting authority in someone who can act on their behalf. 
C)  acknowledge the legitimacy of the organizational structure and the system of rules and regulations that empowers its leaders. 
D)  simply show respect for a person's position or organization. 
E)  All of the answers are correct.

Question 4

Today car-buying customers can enter negotiation armed with accurate facts and figures about a car. How has the Internet shifted power back to the consumer?

Accepted Answer

Consumers now know the dealer

Question 5

Expert power is derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes.

Accepted Answer

A) True 
 B)False

Question 6

Direct behaviours and statements that quite literally convince the other side that your arguments are valid and worthy of consideration are called using a central route.

Accepted Answer

A) True 
 B)False

Question 7

There are three different routes to persuasion.

Accepted Answer

A) True 
 B)False

Question 8

Striking a deal with an opponent who is much smaller than you is called "dancing with elephants".

Accepted Answer

A) True 
 B)False

Question 9

How does location in an organization contribute to power?

Accepted Answer

Even without a lofty position or title,

Question 10

Relying on indirect behaviours is called the peripheral route.

Accepted Answer

A) True 
 B)False

Question 11

Expert power is

Accepted Answer

A)  accorded to those who are seen as having achieved some level of command and mastery of a body of information. 
B)  derived from the ability to allocate, dispense, or withhold resources. 
C)  derived from occupying a particular job, office, or position in an organizational hierarchy. 
D)  derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes. 
E)  All of the answers are correct. 
A)  accorded to those who are seen as having achieved some level of command and mastery of a body of information. 
B)  derived from the ability to allocate, dispense, or withhold resources. 
C)  derived from occupying a particular job, office, or position in an organizational hierarchy. 
D)  derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes. 
E)  All of the answers are correct.

Which of the following is not a major issue when constructing a message?

Expert power is accorded to those who demonstrate some level of command and mastery of a body of information.

Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:

Today car-buying customers can enter negotiation armed with accurate facts and figures about a car. How has the Internet shifted power back to the consumer?

Expert power is derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes.

Direct behaviours and statements that quite literally convince the other side that your arguments are valid and worthy of consideration are called using a central route.

There are three different routes to persuasion.

Striking a deal with an opponent who is much smaller than you is called "dancing with elephants".

How does location in an organization contribute to power?

Relying on indirect behaviours is called the peripheral route.

Expert power is

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 7: Communication Process and Outcomes

Which of the following is not a major issue when constructing a message?

Expert power is accorded to those who demonstrate some level of command and mastery of a body of information.

Legitimate power and its effectiveness of formal authority that are derived from the willingness of the followers to:

Today car-buying customers can enter negotiation armed with accurate facts and figures about a car. How has the Internet shifted power back to the consumer?

Expert power is derived from the ability to assemble and organize information to support the desired position, arguments, or outcomes.

Direct behaviours and statements that quite literally convince the other side that your arguments are valid and worthy of consideration are called using a central route.

There are three different routes to persuasion.

Striking a deal with an opponent who is much smaller than you is called "dancing with elephants".

How does location in an organization contribute to power?

Relying on indirect behaviours is called the peripheral route.

Expert power is

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters