Deck 7: Communication

Question 1

Messages are the ____________ forms by which information is communicated.

Answer 1

symbolic

Question 2

Most communication,particularly in negotiation,involves give-and-take dialogue and discussion between at least two parties.

Answer 2

True

Question 3

_____________ techniques allow negotiators to understand more completely the other party's positions by actively arguing these positions until the other party is convinced that they are understood.

Answer 3

Role-reversal

Question 4

High levels of __________________ denote comfort and competence with language,and low levels denote discomfort,anxiety,or inexperience.

Question 5

In communication between a sender and a receiver a variety of external factors does not distort messages and their meaning thereby inhibiting comprehension and mutual understanding.

Question 6

Communication "works" to the degree that a wide variety of information is completely and thoroughly shared among the parties,and mutual understanding is reached.

Question 7

The more prone we are to use symbolic communication,the more likely it is that the symbols we choose may not accurately communicate the meaning we intend.

Question 8

_____________ questions cause attention,get information and start thinking.

Question 9

_____________ and ____________ are the conduits by which messages are carried.

Question 10

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.

Question 11

Researchers have been examining the effects of channels in general,and _____________ in particular,on negotiation processes and outcomes during much of the past decade.

Question 12

A communicator who wishes to convey an emotional appeal may risk message ____________ in writing when a personal conversation would make it easier to convey emotion.

Question 13

One of the most common techniques for clarifying communication and eliminating noise and distortion is the use of _____________.

Question 14

Nonverbal communication-done well-may help negotiators achieve better outcomes through _____________ coordination.

Question 15

Achieving _____________ in negotiation is,in large part,making decisions to accept offers,to compromise priorities,to trade off across issues with the other party,or some combination of these elements.

Question 16

_________________ involves receiving a message while providing no feedback to the sender about the accuracy or completeness of reception.

Question 17

The more diverse the goals of the two parties,or the more antagonistic they are in their relationship,the lesser the likelihood that distortions and errors in communication will occur.

Question 18

_____________ is conceptualized as an activity that occurs between a sender and a receiver.

Question 19

In negotiations,language operates at two levels: the _____________ level (for proposals or offers)and the _____________ level (for semantics,syntax,and style).

Question 20

____________ is the process by which messages are put into symbolic form.

Question 21

One-way communication is the only instance in which feedback is not essential to the communication process.

Question 22

Mitigating circumstances occur where negotiators explain their positions from a broader perspective,suggesting that while their current position may appear negative it derives from positive motives.

Question 23

Thompson et al.found that winners and losers evaluated their own outcomes equally when they did not know how well the other party had done,but if they found out that the other negotiator had done better,or was even pleased with his or her outcome,then negotiators felt less positive about their own outcome.

Question 24

High levels of language intensity are used to convey strong feelings in the recipient,while low intensity conveys weak feelings.

Question 25

Gibbons,Bradac,and Busch suggest that threats can be made more credible and more compelling by using

A) positively polarized descriptions of the other party.
B) low immediacy.
C) high intensity.
D) low verbal diversity.
E) None of the above can make threats more credible and compelling.

Question 26

The presence of feedback can

A) distort communication in negotiation.
B) lead negotiators to change the way that they negotiate or evaluate negotiation outcomes.
C) influence the offers that negotiators make.
D) motivate the sender to change his or her behavior,either in a positive or negative direction.
E) The presence of feedback can cause all of the above to occur.

Question 27

Which of the following would be likely to distort messages and their meaning,preventing them from being understood completely?

A) shared or common goals between the sender and receiver
B) the elimination of distraction and confusion in the communication environment
C) the avoidance of symbolic communication
D) the congruence or incongruence between multiple transmission channels
E) All of the above would be likely to distort messages and their meaning.

Question 28

In which of the following examples is the communication model listed in the correct order?

A) sender encodes the message,message is transmitted,receiver decodes the message,receiver provides feedback to the sender
B) message is transmitted,sender encodes the message,receiver decodes the message,receiver provides feedback to the sender
C) sender encodes the message,receiver decodes the message,message is transmitted,receiver provides feedback to the sender
D) sender encodes the message,message is transmitted,receiver provides feedback to the sender,receiver decodes the message
E) None of the above list the communication process in the correct order.

Question 29

While the blend of integrative versus distributive communication content varies as a function of the issues being discussed,it is also clear that the content of communication is only partly responsible for negotiation outcomes.

Question 30

Decoding can be defined as the process by which messages are put into symbolic form.

Question 31

Low verbal immediacy is intended to engage or compel the other party,while high verbal immediacy is intended to create a sense of distance or aloofness.

Question 32

What are the most dominant contributors to breakdowns and failures in negotiation?

A) failures and distortions in perception,meaning,and feedback
B) failures and distortions in perception,feedback,and behaviors
C) failures and distortions in perception,communication,and framing
D) failures and distortions in perception,cognition,and communication
E) None of the above contribute to breakdowns and failures in negotiation.

Question 33

Sitkin and Bies suggest that negotiators who use multiple explanations are more likely to have better outcomes and that the negative effects of poor outcomes can be mitigated by communicating explanations for them.

Question 34

"Interpretation" can be defined as

A) the process by which the receiver reacts to the sender's message.
B) the process of screening,selecting,and interpreting stimuli so that they have meaning to the individual.
C) the facts,ideas,feelings,reactions,or thoughts that exist within individuals and act as a set of filters for interpreting the decoded messages.
D) small amounts of perceptual information that are used to draw large conclusions about individuals.
E) None of the above define "interpretation."

Question 35

Define exonerating circumstances.

A) Negotiators suggest that they had no choice in taking the positions they did.
B) Negotiators explain their positions from a broader perspective,suggesting that while their current position may appear negative it derives from positive motives.
C) Outcomes can be explained by changing the context.
D) Negotiators who use multiple explanations are more likely to have better outcomes.
E) None of the above can define exonerating circumstances.

Question 36

Which of the following is not one of the five linguistic dimensions of making threats?

A) the use of polarized language
B) the conveyance of verbal immediacy
C) the degree of lexical diversity
D) the extent of low-power language style
E) All of the above are elements of the five linguistic dimensions of making threats.

Question 37

A negotiator's choice of words may only signal a position;it may never shape or predict it.

Question 38

Encoding can be defined as

A) the facts,ideas,feelings,reactions,or thoughts that exist within individuals and act as a set of filters for interpreting the decoded messages.
B) the process by which messages are put into symbolic form.
C) the process of translating messages from their symbolic form into a form that makes sense.
D) the process by which the receiver reacts to the sender's message.
E) Decoding can be defined as all of the above.

Question 39

Manageable questions cause difficulty,give information,and bring the discussion to a false conclusion.

Question 40

Which of the following is not one of the four biases that threaten e-mail negotiations?

A) Temporal synchrony bias is the tendency for e-mail negotiators to behave as if they are in a synchronous situation when they are not (parties are not working on the same time frame).
B) Sinister attribution bias occurs when one mistakenly assumes that another's behavior is caused by personality flaws,while overlooking the role of situational factors (dissimilarity between parties and shortage of rapport may exist among e-mail lead individuals to project sinister and deceitful motives onto the other party).
C) Impasse in e-mail negotiations bias is the tendency for the negotiators to disclose personal information through e-mail about themselves and the issues with the other party (no mutual self-disclosure on the part of the out-group party).
D) Burned bridge bias is the tendency for individuals to employ risky behavior during e-mail negotiations that they would not use during a face-to-face encounter (negotiators may be more willing to challenge the other party).
E) Squeaky wheel bias is the tendency for e-mail negotiators to use a negative emotional style to achieve their goals (resort to intimidation,rude behavior,poor etiquette to achieve outcomes).

Question 41

According to Pinkley and her colleagues,having a BATNA changes which things in a negotiation?

Question 42

How can using the five linguistic dimensions make threats more credible and compelling?

Question 43

How can feedback be used strategically?

Question 44

As negotiations come to a close,what are the two key aspects of communication and negotiation that negotiators must attend to simultaneously?

Question 45

Define social bandwidth.

Question 46

Research supports which conclusion about role reversal?

A) Role reversal is effective in producing cognitive changes but not attitude changes.
B) When parties' positions are fundamentally compatible with one another,role reversal is likely to produce better results.
C) When parties' positions are fundamentally incompatible;role reversal may dull the perceptions of incompatibility.
D) Role reversal leads to easier resolutions of conflict,particularly when accurate communication reveals a fundamental incompatibility in the positions of the two sides.
E) All of the above conclusions are supported by research.

Question 47

Questions can be used to

A) manage difficult or stalled negotiations.
B) pry or lever a negotiation out of a breakdown or an apparent dead end.
C) assist or force the other party to face up to the effects or consequences of their behaviors.
D) collect and diagnose information.
E) Questions can be used for all of the above.

Question 48

Some nonverbal acts,called attending behaviors,are particularly important in connecting with another person during a coordinated interaction like negotiation.Why?

Question 49

How does communication pervade the negotiation process according to Putnam and Poole?

Question 50

A communicative framework for negotiation is based on what assumptions?

Question 51

Why do negotiators treat e-mail as just another vehicle for written communication?

Question 52

What three main techniques are available for improving communication in negotiation?

Question 53

In passive listening

A) the receivers restate or paraphrase the sender's message in their own language.
B) the receivers interject responses to keep communicators sending messages.
C) the receiver provides no feedback to the sender about the accuracy or completeness of reception.
D) senders may misinterpret acknowledgments as the receiver's agreement with their position,rather than that they are simply receiving the message.
E) None of the above occurs in passive listening.

Question 54

Which of the following are types of manageable questions?

A) close-out questions that force the other party into seeing things your way
B) leading questions that point toward an answer
C) impulse questions that occur "on the spur of the moment," without planning
D) loaded questions that put the other party on the spot regardless of his/her answer
E) None of the above are types of manageable questions.

Question 55

Define the "information is weakness" effect.

Question 56

Describe the communication model.

Question 57

Define "reframing explanations."

Question 58

What are the five linguistic dimensions of making threats?

Question 59

Successful reflective responding can be characterized by

A) a greater emphasis on speaking than listening.
B) responding to abstract rather than personal points.
C) following the other rather than leading him or her into areas that the listener thinks should be explored.
D) suggesting or questioning what the speaker should be thinking or feeling.
E) All of the above are characteristics of reflective responding.

Question 60

We know that role reversal can be a useful tool for improving communication and the accurate understanding and appreciation of the other party's position in negotiation.But when is it useful?