Question 1

_____ in a negotiation is defined as the space between one party's minimum reservation point and the other party's maximum reservation point.

Accepted Answer

A)  Proxemics 
B)  The arena of indifference 
C)  Glass ceiling 
D)  Mixed message space 
E)  The bargaining zone 
A)  Proxemics 
B)  The arena of indifference 
C)  Glass ceiling 
D)  Mixed message space 
E)  The bargaining zone

Question 2

The manager at your firm while verbally expressing a statement of probable truth simultaneously fidgets and avoids eye contact with you. This conveys a(n) _____.

Accepted Answer

A)  transparent communication 
B)  mixed message 
C)  poor oral expression 
D)  poor choice of communication channel 
E)  exaggerated communication 
A)  transparent communication 
B)  mixed message 
C)  poor oral expression 
D)  poor choice of communication channel 
E)  exaggerated communication

Question 3

Whereas social capital is basically what you know, intellectual capital comes from the people you know and how well you relate to them.

Accepted Answer

A) True 
 B)False

Question 4

_____ result when goals are poorly set or reward systems are poorly designed, and individuals and groups come into conflict by working to one another's disadvantage.

Accepted Answer

A)  Task interdependencies 
B)  Role ambiguities 
C)  Competing objectives 
D)  Structural differentiations 
E)  Resource scarcities 
A)  Task interdependencies 
B)  Role ambiguities 
C)  Competing objectives 
D)  Structural differentiations 
E)  Resource scarcities

Question 5

When words communicate one message while actions, body language, or appearance communicate something else it results in a(n) _____.

Accepted Answer

A)  information filtering 
B)  mixed message 
C)  persuasive communication 
D)  prevarication 
E)  substantive conflict 
A)  information filtering 
B)  mixed message 
C)  persuasive communication 
D)  prevarication 
E)  substantive conflict

Question 6

_____ is the intentional distortion of information to make it appear most favorable to the recipient.

Accepted Answer

A)  Communication breakdown 
B)  Information filtering 
C)  Persuasive communication 
D)  Exaggerated communication 
E)  Noise 
A)  Communication breakdown 
B)  Information filtering 
C)  Persuasive communication 
D)  Exaggerated communication 
E)  Noise

Question 7

_______ communication earns trust, respect, and integrity in the eyes of others.

Accepted Answer

The answer of _______ communication earns trust, respect, and integrity...

Question 8

Planning is accomplished and plans are shared through the communication of information.

Accepted Answer

A) True 
 B)False

Question 9

Communication ____ involves openly sharing honest and complete information about the organization and workplace affairs.

Accepted Answer

The answer of Communication ____ involves openly sharing honest and...

Question 10

In principled negotiation, each party focuses on understanding the other's positions to create ____ outcomes.

Accepted Answer

The answer of In principled negotiation, each party focuses on...

Question 11

The goal of _____ is to achieve a final agreement based on the merits of each party's claims.

Accepted Answer

A)  accommodating negotiation 
B)  distributive negotiation 
C)  principled negotiation 
D)  authoritative command negotiation 
E)  compromise negotiation 
A)  accommodating negotiation 
B)  distributive negotiation 
C)  principled negotiation 
D)  authoritative command negotiation 
E)  compromise negotiation

Question 12

Mediation usually includes a formal hearing in which the mediator listens to both sides and reviews all facets of the case before issuing a ruling.

Accepted Answer

A) True 
 B)False

Question 13

Passive listening involves being sincere and trying to find out the full meaning of what is being said.

Accepted Answer

A) True 
 B)False

Question 14

In the authoritative command approach of conflict management, managers _____.

Accepted Answer

A)  pretend that a conflict doesn't really exist 
B)  play down differences and highlight similarities to reduce conflict 
C)  make each party give up something of value to the other 
D)  make the parties work through conflict differences and solving problems so everyone wins 
E)  use force, superior skill, or domination to "win" a conflict 
A)  pretend that a conflict doesn't really exist 
B)  play down differences and highlight similarities to reduce conflict 
C)  make each party give up something of value to the other 
D)  make the parties work through conflict differences and solving problems so everyone wins 
E)  use force, superior skill, or domination to "win" a conflict

Question 15

Kyle, a young college student, wanted a motorcycle. He talked to his parents and convinced them that it would only do him good. Next day, his father took him to a motorcycle dealer. Which of the following terms would best describe Kyle's communication?

Accepted Answer

A)  Persuasive 
B)  Credible 
C)  Polycentric 
D)  Noisy 
E)  Ethnocentric 
A)  Persuasive 
B)  Credible 
C)  Polycentric 
D)  Noisy 
E)  Ethnocentric

Question 16

Explain the potential pitfalls in negotiation.

Accepted Answer

The negotiation process is admittedly co

Question 17

The process of alternative dispute resolution utilizes mediation or arbitration, but does so only after direct attempts to negotiate agreements between the conflicting parties have failed.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is an example of a descriptive feedback?

Accepted Answer

A)  "You are unreliable and always late for everything." 
B)  "You were 20 minutes late for the training session and missed a lot of important points we discussed." 
C)  "You missed another deadline today." 
D)  "You are working on too many projects, you should delegate some work to others." 
E)  "You're coming late to meetings; you might be spreading yourself too thin and have trouble meeting your obligations." 
A)  "You are unreliable and always late for everything." 
B)  "You were 20 minutes late for the training session and missed a lot of important points we discussed." 
C)  "You missed another deadline today." 
D)  "You are working on too many projects, you should delegate some work to others." 
E)  "You're coming late to meetings; you might be spreading yourself too thin and have trouble meeting your obligations."

Question 19

ZebraTech is an IT company that provides information to its employees about the earnings of the company, its profits, expenses, etc. on a regular basis. In this scenario, the company can be said to follow which of the following styles of management?

Accepted Answer

A)  Heralded management 
B)  Publicized management 
C)  Open book management 
D)  Cautious management 
E)  Provident management 
A)  Heralded management 
B)  Publicized management 
C)  Open book management 
D)  Cautious management 
E)  Provident management

Question 20

A designated _____ listens to complaints and disputes, and often plays a key role in the alternative dispute resolution process.

Accepted Answer

A)  compromiser 
B)  bargainer 
C)  ombudsperson 
D)  advocate 
E)  accommodator 
A)  compromiser 
B)  bargainer 
C)  ombudsperson 
D)  advocate 
E)  accommodator

_____ in a negotiation is defined as the space between one party's minimum reservation point and the other party's maximum reservation point.

The manager at your firm while verbally expressing a statement of probable truth simultaneously fidgets and avoids eye contact with you. This conveys a(n) _____.

Whereas social capital is basically what you know, intellectual capital comes from the people you know and how well you relate to them.

_____ result when goals are poorly set or reward systems are poorly designed, and individuals and groups come into conflict by working to one another's disadvantage.

When words communicate one message while actions, body language, or appearance communicate something else it results in a(n) _____.

_____ is the intentional distortion of information to make it appear most favorable to the recipient.

_______ communication earns trust, respect, and integrity in the eyes of others.

Planning is accomplished and plans are shared through the communication of information.

Communication ____ involves openly sharing honest and complete information about the organization and workplace affairs.

In principled negotiation, each party focuses on understanding the other's positions to create ____ outcomes.

The goal of _____ is to achieve a final agreement based on the merits of each party's claims.

Mediation usually includes a formal hearing in which the mediator listens to both sides and reviews all facets of the case before issuing a ruling.

Passive listening involves being sincere and trying to find out the full meaning of what is being said.

In the authoritative command approach of conflict management, managers _____.

Kyle, a young college student, wanted a motorcycle. He talked to his parents and convinced them that it would only do him good. Next day, his father took him to a motorcycle dealer. Which of the following terms would best describe Kyle's communication?

Explain the potential pitfalls in negotiation.

The process of alternative dispute resolution utilizes mediation or arbitration, but does so only after direct attempts to negotiate agreements between the conflicting parties have failed.

Which of the following is an example of a descriptive feedback?

ZebraTech is an IT company that provides information to its employees about the earnings of the company, its profits, expenses, etc. on a regular basis. In this scenario, the company can be said to follow which of the following styles of management?

A designated _____ listens to complaints and disputes, and often plays a key role in the alternative dispute resolution process.

Management, Managers, and Careers

Management Learning Past to Present

Ethics and Social Responsibility

Environment, Technology, and Sustainability

Global Management and Cultural Diversity

Entrepreneurship and New Ventures

Data and Decision Making

Planning Processes and Techniques

Control Processes and Systems

Strategy and Strategic Management

Organization Structures

Organizational Culture and Change

Human Resource Management

Leading and Leadership Development

Individual Behavior

Motivation Theory and Practice

Teams and Teamwork

Filters

Exam 18: Communication and Collaboration

_____ in a negotiation is defined as the space between one party's minimum reservation point and the other party's maximum reservation point.

The manager at your firm while verbally expressing a statement of probable truth simultaneously fidgets and avoids eye contact with you. This conveys a(n) _____.

Whereas social capital is basically what you know, intellectual capital comes from the people you know and how well you relate to them.

_____ result when goals are poorly set or reward systems are poorly designed, and individuals and groups come into conflict by working to one another's disadvantage.

When words communicate one message while actions, body language, or appearance communicate something else it results in a(n) _____.

_____ is the intentional distortion of information to make it appear most favorable to the recipient.

_______ communication earns trust, respect, and integrity in the eyes of others.

Planning is accomplished and plans are shared through the communication of information.

Communication ____ involves openly sharing honest and complete information about the organization and workplace affairs.

In principled negotiation, each party focuses on understanding the other's positions to create ____ outcomes.

The goal of _____ is to achieve a final agreement based on the merits of each party's claims.

Mediation usually includes a formal hearing in which the mediator listens to both sides and reviews all facets of the case before issuing a ruling.

Passive listening involves being sincere and trying to find out the full meaning of what is being said.

In the authoritative command approach of conflict management, managers _____.

Kyle, a young college student, wanted a motorcycle. He talked to his parents and convinced them that it would only do him good. Next day, his father took him to a motorcycle dealer. Which of the following terms would best describe Kyle's communication?

Explain the potential pitfalls in negotiation.

The process of alternative dispute resolution utilizes mediation or arbitration, but does so only after direct attempts to negotiate agreements between the conflicting parties have failed.

Which of the following is an example of a descriptive feedback?

ZebraTech is an IT company that provides information to its employees about the earnings of the company, its profits, expenses, etc. on a regular basis. In this scenario, the company can be said to follow which of the following styles of management?

A designated _____ listens to complaints and disputes, and often plays a key role in the alternative dispute resolution process.

Management, Managers, and Careers

Management Learning Past to Present

Ethics and Social Responsibility

Environment, Technology, and Sustainability

Global Management and Cultural Diversity

Entrepreneurship and New Ventures

Data and Decision Making

Planning Processes and Techniques

Control Processes and Systems

Strategy and Strategic Management

Organization Structures

Organizational Culture and Change

Human Resource Management

Leading and Leadership Development

Individual Behavior

Motivation Theory and Practice

Teams and Teamwork

Filters