Question 1

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

Accepted Answer

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 C

Question 2

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

Accepted Answer

A) True 
 B)False  True

Question 3

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

Accepted Answer

A) True 
 B)False  False

Question 4

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

Accepted Answer

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

Question 5

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

Accepted Answer

The answer of How is the language used in a...

Question 6

Negotiation is an integral aspect of management.

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

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

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

Written correspondence can sooth an emotional situation.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) True 
 B)False

Exam 10: Contemporary Dynamics Affecting Communication Contingencies

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

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

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

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

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

Negotiation is an integral aspect of management.

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

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

Written correspondence can sooth an emotional situation.

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

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