Question 1

In any discussion or meeting,there is a tendency for a minority of people to do most of the talking.A key determinant of who dominates the conversation is:

Accepted Answer

A) their age 
B) their gender 
C) their network of social connections 
D) their status within the group

Question 2

What are the four main challenges with same time,different place negotiations?

Accepted Answer

The answer of What are the four main challenges with...

Question 3

With regard to inter-generational negotiation,people hold different values.The _____ generation holds values such as personal sacrifice,persistence,and setting aside self-interests as vitally important.This generation prefers to communicate face-to-face and imparts great faith in a person's spoken word.

Accepted Answer

A) boomer 
B) millennial 
C) generation X 
D) traditional

Question 4

According to the place-time model of social interaction,the richest form of communication occurs when negotiators communicate face-to-face and have which channels of communication available to them?

Accepted Answer

A) Linguistic 
B) Paralinguistic,linguistic 
C) Visual,paralinguistic,linguistic 
D) Linguistic,paralinguistic,visual,and kinetic

Question 5

In which of the following communication mediums are negotiators most likely to misrepresent themselves and deceive others?

Accepted Answer

A) Face-to-face 
B) Video-conference 
C) Handwritten letter 
D) E-mail

Question 6

How does our increased reliance in e-communications as a communication medium affect social behavior?

Accepted Answer

The answer of How does our increased reliance in e-communications...

Question 7

Building trust and rapport is critical for negotiation success.The more the face-to-face contact between negotiators and the greater the rapport,the greater the likelihood of ________.

Accepted Answer

A) integrative outcomes 
B) risk taking 
C) task conflict 
D) gain framing

Question 8

What are the positive and negative implications for electronic negotiation? Does information technology hurt or hinder the ability of negotiators to "expand the pie" of resources in a negotiation?

Accepted Answer

The answer of What are the positive and negative implications...

Question 9

Flaming or acting rudely toward others in negotiation occurs more frequently through e-mail than in face-to-face interactions because:

Accepted Answer

A) people feel more status competition when interacting face-to-face 
B) people lack social cues and norms when they are on e-mail 
C) people are more likely to seek revenge face-to-face than they are electronically 
D) people are under the influence of superrationality when interacting electronically

Exam 12: Negotiating Via Information Technology