Question 1

The medium through which a message is sent is called:

Accepted Answer

A)  Feedback.
B)  Context.
C)  Message decoding.
D)  The communication channel.E) A) and B)
F) C) and D)

Question 2

"Direct versus indirect" and "task-oriented versus relationship-oriented" are examples of communication ?????____________.

Accepted Answer

A)  Barriers.
B)  Contexts.
C)  Distractions.
D)  Styles.E) A) and B)
F) A) and D)

Question 3

Negotiators who use words that focus mainly on things generally use different tactics than negotiators who use words that focus mainly on people.

Accepted Answer

A) True 
 B)False

Question 4

Who speaks,when they speak,to whom they speak and for how long all refer to:

Accepted Answer

A)  Message feedback.
B)  The communication channel.
C)  Communication style.
D)  How the conversation is structured.E) B) and C)
F) None of the above

Question 5

"Less accurate information processing and fewer insights are gained." This is an example of the influenc_____________ negotiations.

Accepted Answer

A)  Text-only.
B)  Face-to-face.
C)  Integrative.
D)  Structuring in.E) B) and C)
F) A) and C)

Question 6

Message encoding,message decoding and the communication channel are examples of:

Accepted Answer

A)  The elements of communication.
B)  Context.
C)  How we organize information.
D)  How to structure conversations.E) A) and C)
F) B) and C)

Question 7

Focusing on the speaker and suspending judgments about what the speaker is saying are examples of:

Accepted Answer

A)  Active listening.
B)  Nonverbal behavior.
C)  Focusing on context.
D)  Vocal cues.E) A) and B)
F) A) and C) A

Question 8

Which of the following suggests that the other party is willing to negotiate integratively?

Accepted Answer

A)  The negotiator makes few or not concessions.
B)  The negotiator asks for information about your party's priorities.
C)  The negotiator says he or she has an attractive BATNA.
D)  The negotiator doesn't try to explain his or her reasons behind the offer.E) B) and C)
F) C) and D)

Question 9

Rapport-building is more difficult to achieve with e-mail negotiations than with face-to-face negotiations.

Accepted Answer

A) True 
 B)False

Question 10

"What resources do you need to help you perform your job more efficiently?" is an example of a targeted question.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following serves to create the sense that you and the other party are in sync with one another?

Accepted Answer

A)  Making a good first impression
B)  Haptics
C)  Building rapport.
D)  Proxemics.E) C) and D)
F) A) and C)

Question 12

Why is building rapport an important aspect of negotiating successfully? Describe ways in which you can build rapport in negotiations

Accepted Answer

Building rapport is an important aspect ...

Question 13

In negotiation,preferences refer to the negotiator's tendency to use verbally aggressive tactics as opposed to relationship-building tactics.

Accepted Answer

A) True 
 B)False

Question 14

Facial expressions do not always reflect our emotions.

Accepted Answer

A) True 
 B)False

Question 15

Negotiators who propose three or more alternatives tend to confuse the other party and make it more difficult to come to an agreement,even when the alternatives are attractive.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is an example of acknowledging?

Accepted Answer

A)  "Why do you like the second option better than the first one?"
B)  "I understand how frustrating it is to be in your position."
C)  "How much longer do you need?"
D)  "Your proposal is impressive."E) A) and D)
F) B) and C)

Question 17

"What do you mean by saying that your interests are not being met adequately?" is an example of:

Accepted Answer

A)  Paraphrasing.
B)  Asking a targeted question.
C)  Acknowledging.
D)  Inquiring.E) All of the above
F) A) and D) D

Question 18

The goal of communication in negotiation is to create a shared understanding of the same problems,opportunities,issues,interests and so forth.

Accepted Answer

A) True 
 B)False

Question 19

Describe facial expressions,speech and vocal cues and gestures that suggest the other party is being deceptive during a negotiation.

Accepted Answer

Facial expressions of people who are being deceptive during negotiations include excessive blinking,pupils that are dilated more and for longer time periods,less smiling or smiling at inappropriate times,less gazing,or gazing too long if the person is overcompensating,and covering the eyes.Speech and vocal clues include stammering,speech errors,a raised pitch,excessive responses,extreme,curt and offensive language,shorter responses,appearing to hold back information or be less forthcoming,slower speaking rates,incongruous verbal and nonverbal messages,less cooperative,more negative statements,defensiveness and complaining,and using more words that denote anger,anxiety and fear.Gestures include more fidgeting,appearing tense or anxious,presenting phrases with fewer gestures.

Question 20

Negotiator 1: "I don't think my interests are being met adequately in your proposal." Negotiator 2: "You're not satisfied with how our proposal satisfies your interests?"
This is an example of:

Accepted Answer

A)  Paraphrasing.
B)  Asking a targeted question.
C)  Harmonizing.
D)  Inquiring.E) A) and B)
F) B) and C)

Exam 6: Communication-The Heart of All Negotiations

The medium through which a message is sent is called:

Correct Answer
verified

"Direct versus indirect" and "task-oriented versus relationship-oriented" are examples of communication ?????____________.

Correct Answer
verified

Negotiators who use words that focus mainly on things generally use different tactics than negotiators who use words that focus mainly on people.

Correct Answer
verified

Who speaks,when they speak,to whom they speak and for how long all refer to:

Correct Answer
verified

"Less accurate information processing and fewer insights are gained." This is an example of the influenc_____________ negotiations.

Correct Answer
verified

Message encoding,message decoding and the communication channel are examples of:

Correct Answer
verified

Focusing on the speaker and suspending judgments about what the speaker is saying are examples of:

Correct Answer
verified
A

Which of the following suggests that the other party is willing to negotiate integratively?

Correct Answer
verified

Rapport-building is more difficult to achieve with e-mail negotiations than with face-to-face negotiations.

Correct Answer
verified

"What resources do you need to help you perform your job more efficiently?" is an example of a targeted question.

Correct Answer
verified

Which of the following serves to create the sense that you and the other party are in sync with one another?

Correct Answer
verified

Why is building rapport an important aspect of negotiating successfully? Describe ways in which you can build rapport in negotiations

Correct Answer
verified
Building rapport is an important aspect ...
View Answer

In negotiation,preferences refer to the negotiator's tendency to use verbally aggressive tactics as opposed to relationship-building tactics.

Correct Answer
verified

Facial expressions do not always reflect our emotions.

Correct Answer
verified

Negotiators who propose three or more alternatives tend to confuse the other party and make it more difficult to come to an agreement,even when the alternatives are attractive.

Correct Answer
verified

Which of the following is an example of acknowledging?

Correct Answer
verified

"What do you mean by saying that your interests are not being met adequately?" is an example of:

Correct Answer
verified
D

The goal of communication in negotiation is to create a shared understanding of the same problems,opportunities,issues,interests and so forth.

Correct Answer
verified

Describe facial expressions,speech and vocal cues and gestures that suggest the other party is being deceptive during a negotiation.

Negotiator 1: "I don't think my interests are being met adequately in your proposal." Negotiator 2: "You're not satisfied with how our proposal satisfies your interests?" This is an example of:

Correct Answer
verified

Exam 6: Communication-The Heart of All Negotiations

The medium through which a message is sent is called:

Correct AnswerverifiedShow Answer

"Direct versus indirect" and "task-oriented versus relationship-oriented" are examples of communication ?????____________.

Correct AnswerverifiedShow Answer

Negotiators who use words that focus mainly on things generally use different tactics than negotiators who use words that focus mainly on people.

Correct AnswerverifiedShow Answer

Who speaks,when they speak,to whom they speak and for how long all refer to:

Correct AnswerverifiedShow Answer

"Less accurate information processing and fewer insights are gained." This is an example of the influenc_____________ negotiations.

Correct AnswerverifiedShow Answer

Message encoding,message decoding and the communication channel are examples of:

Correct AnswerverifiedShow Answer

Focusing on the speaker and suspending judgments about what the speaker is saying are examples of:

Correct AnswerverifiedA

Which of the following suggests that the other party is willing to negotiate integratively?

Correct AnswerverifiedShow Answer

Rapport-building is more difficult to achieve with e-mail negotiations than with face-to-face negotiations.

Correct AnswerverifiedShow Answer

"What resources do you need to help you perform your job more efficiently?" is an example of a targeted question.

Correct AnswerverifiedShow Answer

Which of the following serves to create the sense that you and the other party are in sync with one another?

Correct AnswerverifiedShow Answer

Why is building rapport an important aspect of negotiating successfully? Describe ways in which you can build rapport in negotiations

Correct AnswerverifiedBuilding rapport is an important aspect ...View AnswerShow Answer

In negotiation,preferences refer to the negotiator's tendency to use verbally aggressive tactics as opposed to relationship-building tactics.

Correct AnswerverifiedShow Answer

Facial expressions do not always reflect our emotions.

Correct AnswerverifiedShow Answer

Negotiators who propose three or more alternatives tend to confuse the other party and make it more difficult to come to an agreement,even when the alternatives are attractive.

Correct AnswerverifiedShow Answer

Which of the following is an example of acknowledging?

Correct AnswerverifiedShow Answer

"What do you mean by saying that your interests are not being met adequately?" is an example of:

Correct AnswerverifiedD

The goal of communication in negotiation is to create a shared understanding of the same problems,opportunities,issues,interests and so forth.

Correct AnswerverifiedShow Answer

Describe facial expressions,speech and vocal cues and gestures that suggest the other party is being deceptive during a negotiation.

Negotiator 1: "I don't think my interests are being met adequately in your proposal." Negotiator 2: "You're not satisfied with how our proposal satisfies your interests?" This is an example of:

Correct AnswerverifiedShow Answer

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A

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Building rapport is an important aspect ...
View Answer

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D

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