Question 1

People who have solid skills in argumentation are __________ likely to use verbally Aggressive strategies.

Accepted Answer

A)  more 
B)  somewhat 
C)  less 
D)  very 
A)  more 
B)  somewhat 
C)  less 
D)  very C

Question 2

Verbal aggressiveness refers to attacking another’s point of view and not his/her self - concept.

Accepted Answer

A) True 
 B)False  False

Question 3

Cooperative or integrative strategies in a bargaining situation are attempts to

Accepted Answer

A)  undermine the opposition. 
B)  promote open, honest, and up 
C)  win at all costs. 
D)  promote verbal aggressiveness in bargaining. 
A)  undermine the opposition. 
B)  promote open, honest, and up 
C)  win at all costs. 
D)  promote verbal aggressiveness in bargaining. B

Question 4

In a bargaining session, two or more people with different goals exchange communication to produce a __________ outcome.

Accepted Answer

A)  Positioning 
B)  Negotiating 
C)  Conceding 
D)  Impressing 
A)  Positioning 
B)  Negotiating 
C)  Conceding 
D)  Impressing

Question 5

The term distributive refers to the bargainer's assumption that a gain for her/his side equals a loss for the other side.

Accepted Answer

A) True 
 B)False

Question 6

The goal of competitive bargaining strategies is to

Accepted Answer

A)  win at all costs. 
B)  win when consequences are minimal. 
C)  win as long as others win, too. 
D)  maximize goals of bargaining participants. 
A)  win at all costs. 
B)  win when consequences are minimal. 
C)  win as long as others win, too. 
D)  maximize goals of bargaining participants.

Question 7

Which conflict management strategy seeks to work toward an interdependent
Solution?

Accepted Answer

A)  assembling of competitive goals 
B)  assembling of collaborative goals 
C)  assembling of personal goals 
D)  assembling of content goals 
A)  assembling of competitive goals 
B)  assembling of collaborative goals 
C)  assembling of personal goals 
D)  assembling of content goals

Question 8

Which item of the following list contains cooperative tactics for use in bargaining Sessions?

Accepted Answer

A)  issuing ultimatums and offering concessions 
B)  asking for concessions and issuing ultimatums 
C)  offering information and providing clarification 
D)  offering promises and making threats or demands 
A)  issuing ultimatums and offering concessions 
B)  asking for concessions and issuing ultimatums 
C)  offering information and providing clarification 
D)  offering promises and making threats or demands

Question 9

Initial bargaining strategies should include firm but cooperative messages.

Accepted Answer

A) True 
 B)False

Question 10

Negotiators have __________ to bargain in good faith,demonstrate respect for the rights Of other negotiators,and encourage fair and open discussion of issues.

Accepted Answer

A)  no obligation 
B)  a communication obligation 
C)  an ethical obligation 
D)  very little obligation 
A)  no obligation 
B)  a communication obligation 
C)  an ethical obligation 
D)  very little obligation

Question 11

__________ goals reveal how each party views the nature and importance of the Relationship with the conflict partner.

Accepted Answer

A)  Content 
B)  Cooperative 
C)  Reflective 
D)  Relational 
A)  Content 
B)  Cooperative 
C)  Reflective 
D)  Relational

Question 12

Moving the focus of the negotiation to issues important to you is called positioning.

Accepted Answer

A) True 
 B)False

Question 13

What are the two dimensions on the conflict grid discussed in Chapter 11?

Accepted Answer

A)  concern for task and concern for relationships 
B)  concern for people and concern for production 
C)  concern for others' goals and concern for personal goals 
D)  concern for personal goals and concern for organizational goals 
A)  concern for task and concern for relationships 
B)  concern for people and concern for production 
C)  concern for others' goals and concern for personal goals 
D)  concern for personal goals and concern for organizational goals

Question 14

What is the first step in any negotiation session?

Accepted Answer

A)  summarizing an offer 
B)  positioning 
C)  advancing an offer 
D)  countering an offer 
A)  summarizing an offer 
B)  positioning 
C)  advancing an offer 
D)  countering an offer

Question 15

If you were to say,"If you combine our two requests,the end results will actually  resemble our initial plans," you would be utilizing which conflict style?

Accepted Answer

A)  accommodating 
B)  competing 
C)  avoiding 
D)  collaborating 
A)  accommodating 
B)  competing 
C)  avoiding 
D)  collaborating

Question 16

Negotiation often involves argumentation and verbal aggressiveness.

Accepted Answer

A) True 
 B)False

Question 17

Which two functions are vital to the long -term growth and health of a company and its employees?

Accepted Answer

A)  verbal aggressiveness and argumentativeness 
B)  negotiation and conflict management 
C)  negotiation and verbal aggressiveness 
D)  conflict and verbal aggressiveness 
A)  verbal aggressiveness and argumentativeness 
B)  negotiation and conflict management 
C)  negotiation and verbal aggressiveness 
D)  conflict and verbal aggressiveness

Question 18

What is the function of information management in a negotiation situation?

Accepted Answer

A)  to clarify issues, show prevailing evidence, and reduce ambiguity 
B)  to concede something in return for something else 
C)  to help maintain interest in the negotiation 
D)  to move the focus of the negotiation to important issues 
A)  to clarify issues, show prevailing evidence, and reduce ambiguity 
B)  to concede something in return for something else 
C)  to help maintain interest in the negotiation 
D)  to move the focus of the negotiation to important issues

Question 19

The act of recognizing,presenting,and defending a controversial issue is known as

Accepted Answer

A)  argumentativeness. 
B)  conflict. 
C)  verbal aggressiveness. 
D)  negotiation. 
A)  argumentativeness. 
B)  conflict. 
C)  verbal aggressiveness. 
D)  negotiation.

Question 20

Which conflict style would you be using if you said,"I see your point of view.Let's do it Your way"?

Accepted Answer

A)  collaborating 
B)  accommodating 
C)  avoiding 
D)  competing 
A)  collaborating 
B)  accommodating 
C)  avoiding 
D)  competing

People who have solid skills in argumentation are __________ likely to use verbally Aggressive strategies.

Verbal aggressiveness refers to attacking another’s point of view and not his/her self - concept.

Cooperative or integrative strategies in a bargaining situation are attempts to

In a bargaining session, two or more people with different goals exchange communication to produce a __________ outcome.

The term distributive refers to the bargainer's assumption that a gain for her/his side equals a loss for the other side.

The goal of competitive bargaining strategies is to

Which conflict management strategy seeks to work toward an interdependent Solution?

Which item of the following list contains cooperative tactics for use in bargaining Sessions?

Initial bargaining strategies should include firm but cooperative messages.

Negotiators have __________ to bargain in good faith,demonstrate respect for the rights Of other negotiators,and encourage fair and open discussion of issues.

__________ goals reveal how each party views the nature and importance of the Relationship with the conflict partner.

Moving the focus of the negotiation to issues important to you is called positioning.

What are the two dimensions on the conflict grid discussed in Chapter 11?

What is the first step in any negotiation session?

If you were to say,"If you combine our two requests,the end results will actually resemble our initial plans," you would be utilizing which conflict style?

Negotiation often involves argumentation and verbal aggressiveness.

Which two functions are vital to the long -term growth and health of a company and its employees?

What is the function of information management in a negotiation situation?

The act of recognizing,presenting,and defending a controversial issue is known as

Which conflict style would you be using if you said,"I see your point of view.Let's do it Your way"?

Communication in Organizations

The Model of Strategic Communication

Diversity in Business and the Professions

Listening Skills

Verbal and Nonverbal Skills

Leadership and Management Skills

Work Relationships

Interviewing Skills

Fundamentals of Group Communication

Meetings: Forums for Problem Solving 305

Developing and Delivering Effective Presentations

Informative Presentations

Persuasive and Special Presentations

Filters

Exam 11: Negotiation and Conflict Management

People who have solid skills in argumentation are __________ likely to use verbally Aggressive strategies.

Verbal aggressiveness refers to attacking another’s point of view and not his/her self - concept.

Cooperative or integrative strategies in a bargaining situation are attempts to

In a bargaining session, two or more people with different goals exchange communication to produce a __________ outcome.

The term distributive refers to the bargainer's assumption that a gain for her/his side equals a loss for the other side.

The goal of competitive bargaining strategies is to

Which conflict management strategy seeks to work toward an interdependent Solution?

Which item of the following list contains cooperative tactics for use in bargaining Sessions?

Initial bargaining strategies should include firm but cooperative messages.

Negotiators have __________ to bargain in good faith,demonstrate respect for the rights Of other negotiators,and encourage fair and open discussion of issues.

__________ goals reveal how each party views the nature and importance of the Relationship with the conflict partner.

Moving the focus of the negotiation to issues important to you is called positioning.

What are the two dimensions on the conflict grid discussed in Chapter 11?

What is the first step in any negotiation session?

If you were to say,"If you combine our two requests,the end results will actually resemble our initial plans," you would be utilizing which conflict style?

Negotiation often involves argumentation and verbal aggressiveness.

Which two functions are vital to the long -term growth and health of a company and its employees?

What is the function of information management in a negotiation situation?

The act of recognizing,presenting,and defending a controversial issue is known as

Which conflict style would you be using if you said,"I see your point of view.Let's do it Your way"?

Communication in Organizations

The Model of Strategic Communication

Diversity in Business and the Professions

Listening Skills

Verbal and Nonverbal Skills

Leadership and Management Skills

Work Relationships

Interviewing Skills

Fundamentals of Group Communication

Meetings: Forums for Problem Solving 305

Developing and Delivering Effective Presentations

Informative Presentations

Persuasive and Special Presentations

Filters