Deck 10: Contemporary Dynamics Affecting Communication Contingencies

Question 1

Negotiation is an integral aspect of management.

Answer 1

True

Question 2

The least acceptable outcome and the maximum supportable outcome are flexible guideposts for negotiations.

Answer 2

False

Question 3

Time constraints are irrelevant in negotiations. Seek any and every opportunity. Preparation is not necessary.

Answer 3

False

Question 4

The nonverbal message is the predominant form of communication in negotiation.

Question 5

Negotiators expect each other to make an equal number of concessions in negotiations.

Question 6

Written media plays an important role in negotiation. The most common is the letter of intent.

Question 7

Written correspondence can sooth an emotional situation.

Question 8

Birdwhistell found that if a manager wants to create stress in an opponent they may:

A) mover closer physically
B) move further apart
C) avoid eye contact
D) sit next to the manager

Question 9

Which of the following is an alternative to avoid answering a question during negotiations?

A) ignore the question
B) change the subject
C) answer only part of the question
D) write the question down and tell the person you will get back to them

Question 10

Which strategy lets an opponent know this is the best offer, and it represents the maximum goal adjustments a person is willing to make?

A) compromise
B) screen
C) take it or leave it
D) final offer

Question 11

How is the language used in a negotiation similar to and different from other managerial communication situations?