Chat with AIExam 6: Communication
The use of _____________ ____________ is defined as when negotiators use positive words when speaking of their own positions, and negative words when referring to the other party's position.
(33) 
Verifiedpolarized language
According to Pinkley and her colleagues, having a BATNA changes which things in a negotiation?
(40) Verified(1) Negotiators with attractive BATNAs set higher reservation prices for themselves; (2) negotiators whose counterparts had attractive BATNAs set lower reservation points for themselves; and (3) when both parties were aware of the attractive BATNA that one of the negotiators had, that negotiator received a more positive negotiation outcome.
Describe the communication model.
(42) VerifiedA sender has a thought or meaning in his or her mind. The sender encodes this meaning into a message that is to be transmitted to a receiver. The message may be encoded into verbal language, nonverbal expression, or both. Once encoded, the message is then transmitted through a channel to the receiver. The receiver's receptors - eyes and ears - receive the transmission and decode it, giving meaning and understanding to the receiver.
What are the most dominant contributors to breakdowns and failures in negotiation?
(35) _____________ ____________ involves receiving a message while providing no feedback to the sender about the accuracy or completeness of reception.
(39) High levels of _____________ ____________ denote comfort and competence with language, and low levels denote discomfort, anxiety, or inexperience.
(46) _____________ questions cause attention, get information and start thinking.
(30) Why do negotiators treat e-mail as just another vehicle for written communication?
(45) Which of the following is not one of the four biases that threaten e-mail negotiations?
(31) Some nonverbal acts, called attending behaviors, are particularly important in connecting with another person during a coordinated interaction like negotiation. Why?
(33) In which of the following examples is the communication model listed in the correct order?
(42) Which of the following is not one of the five linguistic dimensions of making threats?
(42) 
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