Question 1

The approaches to negotiation that emphasize collaboration focus on:

Accepted Answer

A)  beginning with a plausible offer. 
B)  positions, rather than interests. 
C)  avoidance and unassertivenss. 
D)  win-lose power struggles. 
A)  beginning with a plausible offer. 
B)  positions, rather than interests. 
C)  avoidance and unassertivenss. 
D)  win-lose power struggles.

Question 2

Clement, the chief executive officer of a comapny, is negotiating a business deal with an international company. He wants to ensure that the business deal offers the maximum benefits for both the companies. What steps should Clement follow during negotiations to reach an agreement beneficial to both the companies?

Accepted Answer

Clement can follow any of the following

Question 3

A helpful way of overcoming cross-cultural communication barriers is to make frequent reference to a person's race or ethnicity, such as saying, "I would like you to meet Hector, our Latino member, who is a specialist in website construction."

Accepted Answer

A) True 
 B)False

Question 4

Austin is a team leader with excellent speaking skills. His messages convey power and authority. His team has landed an extremely challenging project that requires extra effort from each member because of the tight deadlines involved. What are the other strategies Austin can use to persuade his team members to give their best performance for the project's success?

Accepted Answer

A major part of being persuasive involve

Question 5

Anecdotes are particularly useful in persuading group members about the:

Accepted Answer

A)  capabilities of the group leader. 
B)  company's profit picture. 
C)  problems facing the company in the future. 
D)  importance of organizational values. 
A)  capabilities of the group leader. 
B)  company's profit picture. 
C)  problems facing the company in the future. 
D)  importance of organizational values.

Question 6

Confrontation and problem solving is a useful technique for a leader who is attempting to get two direct reports to resolve a conflict between them.

Accepted Answer

A) True 
 B)False

Question 7

Front-loading communication messages involves:

Accepted Answer

A)  placing key ideas at the beginning of a conversation. 
B)  sprinkling business talk with jargon. 
C)  appealing to the self-interest of people. 
D)  emphasizing indirect talk rather than direct talk. 
A)  placing key ideas at the beginning of a conversation. 
B)  sprinkling business talk with jargon. 
C)  appealing to the self-interest of people. 
D)  emphasizing indirect talk rather than direct talk.

Question 8

Which of the following examples shows a way of overcoming cross-cultural communication barriers?

Accepted Answer

A)  Pauline, a customer service executive handling international customers, often uses basic words and phrases of the customers' native languages. 
B)  Richard, the business development head of a company, ensures that he uses straightforward language when talking to international clients. 
C)  Maria, the leader of a culturally diverse team in an organization, often makes references to the ethnicity of the team members during team meetings. 
D)  Dominic, an attorney often handling international mergers and acquisitions for various companies, gives a lot of importance to the style and appearance of his counterparts. 
A)  Pauline, a customer service executive handling international customers, often uses basic words and phrases of the customers' native languages. 
B)  Richard, the business development head of a company, ensures that he uses straightforward language when talking to international clients. 
C)  Maria, the leader of a culturally diverse team in an organization, often makes references to the ethnicity of the team members during team meetings. 
D)  Dominic, an attorney often handling international mergers and acquisitions for various companies, gives a lot of importance to the style and appearance of his counterparts.

Question 9

A key barrier to cross-cultural communication is to confuse the identity of people because they:

Accepted Answer

A)  have similar personality characteristics. 
B)  are members of the same race or ethnic group. 
C)  have a distinguishing feature such as eye color. 
D)  have similar economic values. 
A)  have similar personality characteristics. 
B)  are members of the same race or ethnic group. 
C)  have a distinguishing feature such as eye color. 
D)  have similar economic values.

Question 10

Which one of the following is the farthest removed from the six basic principles of persuasion?

Accepted Answer

A)  People like those who like them. 
B)  People want what they can have most of. 
C)  People defer to experts. 
D)  People repay in kind. 
A)  People like those who like them. 
B)  People want what they can have most of. 
C)  People defer to experts. 
D)  People repay in kind.

Question 11

Which of the following suggestions is least likely to improve cross-cultural communication?

Accepted Answer

A)  Do not be diverted by style, accent, grammar, or appearance. 
B)  Be sensitive to differences in cross-cultural communication. 
C)  Emphasize racial or ethnic identification to give people full credit. 
D)  Observe cross-cultural differences in etiquette. 
A)  Do not be diverted by style, accent, grammar, or appearance. 
B)  Be sensitive to differences in cross-cultural communication. 
C)  Emphasize racial or ethnic identification to give people full credit. 
D)  Observe cross-cultural differences in etiquette.

Question 12

A stereotype of difference in negotiation style noted between Americans and negotiators in other countries is that Americans are more likely to:

Accepted Answer

A)  make major concessions to the other side. 
B)  be indirect and evasive about their true position. 
C)  slowly build relationships. 
D)  move quickly toward a resolution of the problem. 
A)  make major concessions to the other side. 
B)  be indirect and evasive about their true position. 
C)  slowly build relationships. 
D)  move quickly toward a resolution of the problem.

Question 13

The true object of negotiation is to:

Accepted Answer

A)  first make a lower offer than you are willing to pay. 
B)  make a higher demand than you are willing to accept. 
C)  satisfy the underlying interests of both sides. 
D)  focus on positions, rather than interests. 
A)  first make a lower offer than you are willing to pay. 
B)  make a higher demand than you are willing to accept. 
C)  satisfy the underlying interests of both sides. 
D)  focus on positions, rather than interests.

Question 14

A sign of possible misunderstanding when communicating with a person whose first language is not the same as yours is inappropriate laughter on his or her part.

Accepted Answer

A) True 
 B)False

Question 15

Department head Matt wants the department members to be convinced of the merits of a new procedure. He gets a well-liked worker to speak in favor of the new procedure. Matt is using the persuasion principle known as:

Accepted Answer

A)  reciprocity. 
B)  consistency. 
C)  scarcity. 
D)  social proof. 
A)  reciprocity. 
B)  consistency. 
C)  scarcity. 
D)  social proof.

Question 16

Attempts at persuasion, including inspirational speaking and writing, begin with the:

Accepted Answer

A)  use of technical jargon. 
B)  credibility of the message sender. 
C)  adaption of the message to the speaker's interests. 
D)  use of vocalized pauses. 
A)  use of technical jargon. 
B)  credibility of the message sender. 
C)  adaption of the message to the speaker's interests. 
D)  use of vocalized pauses.

Question 17

When communicating with people from different cultures, it is important to:

Accepted Answer

A)  focus on cultural stereotypes. 
B)  spend time interpreting their accent and personal appearance 
C)  be sensitive to differences in nonverbal communication. 
D)  generalize the appearance of people belonging to a particular group. 
A)  focus on cultural stereotypes. 
B)  spend time interpreting their accent and personal appearance 
C)  be sensitive to differences in nonverbal communication. 
D)  generalize the appearance of people belonging to a particular group.

Question 18

Although relying on data to support conclusions is impressive, a persuasive communicator should also express confidence in his or her intuition.

Accepted Answer

A) True 
 B)False

Question 19

Anecdotes make their strongest contribution in communicating technical information and facts and figures to employees.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following communication approaches is the most likely to be helpful in overcoming cross-cultural communication barriers?

Accepted Answer

A)  Judging others by the quality of their communication 
B)  Speaking slowly and clearly to people 
C)  Speaking English because it is a universal language 
D)  Sticking with the etiquette of your country 
A)  Judging others by the quality of their communication 
B)  Speaking slowly and clearly to people 
C)  Speaking English because it is a universal language 
D)  Sticking with the etiquette of your country

The approaches to negotiation that emphasize collaboration focus on:

A helpful way of overcoming cross-cultural communication barriers is to make frequent reference to a person's race or ethnicity, such as saying, "I would like you to meet Hector, our Latino member, who is a specialist in website construction."

Anecdotes are particularly useful in persuading group members about the:

Confrontation and problem solving is a useful technique for a leader who is attempting to get two direct reports to resolve a conflict between them.

Front-loading communication messages involves:

Which of the following examples shows a way of overcoming cross-cultural communication barriers?

A key barrier to cross-cultural communication is to confuse the identity of people because they:

Which one of the following is the farthest removed from the six basic principles of persuasion?

Which of the following suggestions is least likely to improve cross-cultural communication?

A stereotype of difference in negotiation style noted between Americans and negotiators in other countries is that Americans are more likely to:

The true object of negotiation is to:

A sign of possible misunderstanding when communicating with a person whose first language is not the same as yours is inappropriate laughter on his or her part.

Department head Matt wants the department members to be convinced of the merits of a new procedure. He gets a well-liked worker to speak in favor of the new procedure. Matt is using the persuasion principle known as:

Attempts at persuasion, including inspirational speaking and writing, begin with the:

When communicating with people from different cultures, it is important to:

Although relying on data to support conclusions is impressive, a persuasive communicator should also express confidence in his or her intuition.

Anecdotes make their strongest contribution in communicating technical information and facts and figures to employees.

Which of the following communication approaches is the most likely to be helpful in overcoming cross-cultural communication barriers?

The Nature and Importance of Leadership

Traits Motives and Characteristics of Leaders

Charismatic and Transformational Leadership

Leadership Behaviors Attitudes and Styles

Contingency and Situational Leadership

Leadership Ethics and Social Responsibility

Power Politics and Leadership

Influence Tactics of Leaders

Developing Teamwork

Motivation and Coaching Skills

Creativity Innovation and Leadership

Strategic Leadership and Knowledge Management

International and Culturally Diverse Aspects of Leadership

Leadership Development and Succession

Filters

Exam 12: Communication and Conflict Resolution Skills

The approaches to negotiation that emphasize collaboration focus on:

A helpful way of overcoming cross-cultural communication barriers is to make frequent reference to a person's race or ethnicity, such as saying, "I would like you to meet Hector, our Latino member, who is a specialist in website construction."

Anecdotes are particularly useful in persuading group members about the:

Confrontation and problem solving is a useful technique for a leader who is attempting to get two direct reports to resolve a conflict between them.

Front-loading communication messages involves:

Which of the following examples shows a way of overcoming cross-cultural communication barriers?

A key barrier to cross-cultural communication is to confuse the identity of people because they:

Which one of the following is the farthest removed from the six basic principles of persuasion?

Which of the following suggestions is least likely to improve cross-cultural communication?

A stereotype of difference in negotiation style noted between Americans and negotiators in other countries is that Americans are more likely to:

The true object of negotiation is to:

A sign of possible misunderstanding when communicating with a person whose first language is not the same as yours is inappropriate laughter on his or her part.

Department head Matt wants the department members to be convinced of the merits of a new procedure. He gets a well-liked worker to speak in favor of the new procedure. Matt is using the persuasion principle known as:

Attempts at persuasion, including inspirational speaking and writing, begin with the:

When communicating with people from different cultures, it is important to:

Although relying on data to support conclusions is impressive, a persuasive communicator should also express confidence in his or her intuition.

Anecdotes make their strongest contribution in communicating technical information and facts and figures to employees.

Which of the following communication approaches is the most likely to be helpful in overcoming cross-cultural communication barriers?

The Nature and Importance of Leadership

Traits Motives and Characteristics of Leaders

Charismatic and Transformational Leadership

Leadership Behaviors Attitudes and Styles

Contingency and Situational Leadership

Leadership Ethics and Social Responsibility

Power Politics and Leadership

Influence Tactics of Leaders

Developing Teamwork

Motivation and Coaching Skills

Creativity Innovation and Leadership

Strategic Leadership and Knowledge Management

International and Culturally Diverse Aspects of Leadership

Leadership Development and Succession

Filters