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Negotiation 101 Practice Test: Basics of Communication

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Negotiation 101 Practice Test: Basics of Communication

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

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 indivBurned 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).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).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).

2. 'Interpretation' can be defined as

the facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as a set of filters for interpreting the decoded messages.small amounts of perceptual information that are used to draw large conclusions about individuals.the process by which the receiver reacts to the sender's message.the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual.

3. Which of the following are types of manageable questions?

leading questions that point toward an answerimpulse questions that occur on the spur of the momentclose-out questions that force the other party into seeing things your way

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

the use of polarized languagethe degree of lexical diversitythe conveyance of verbal immediacythe extent of low-power language style

5. Successful reflective responding can be characterized by

suggesting or questioning what the speaker should be thinking or feeling.a greater emphasis on speaking than listening.responding to abstract rather than personal points.following the other rather than leading him or her into areas that the listener thinks should be explored.

6. 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.

MaybeDon't knowFalseTrue

7. Questions can be used to

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

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

failures and distortions in perception, communication, and framingfailures and distortions in perception, cognition, and communicationfailures and distortions in perception, feedback, and behaviorsfailures and distortions in perception, meaning, and feedback

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

TrueFalseDon't knowMaybe

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

FalseMaybeTrueDon't know

11. 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.

TrueFalseMaybeDon't know

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

MaybeDon't knowFalseTrue

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

FalseTrueMaybeDon't know

14. In passive listening

the receivers restate or paraphrase the sender's message in their own language.senders may misinterpret acknowledgments as the receiver's agreement with their position, rather than that they are simply receiving the message.the receivers interject responses to keep communicators sending messages.the receiver provides no feedback to the sender about the accuracy or completeness of reception.

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

Don't knowMaybeFalseTrue

16. 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.

FalseTrueDon't knowMaybe

17. The presence of feedback can

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

18. Research supports which conclusion about role reversal?

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

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

message is transmitted, sender encodes the message, receiver decodes the message, receiver provides feedback to the sendersender encodes the message, message is transmitted, receiver provides feedback to the sender, receiver decodes the messagesender encodes the message, message is transmitted, receiver decodes the message, receiver provides feedback to the sendersender encodes the message, receiver decodes the message, message is transmitted, receiver provides feedback to the sender

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

FalseTrueDon't knowMaybe

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

FalseTrueDon't knowMaybe

22. Manageable questions cause difficulty, give information, and bring the discussion to a falseconclusion.

Don't knowMaybeFalseTrue

23. Define exonerating circumstances.

Negotiators suggest that they had no choice in taking the positions they did.Negotiators who use multiple explanations are more likely to have better outcomes.Outcomes can be explained by changing the context.Negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative it derives from positive motives.

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

FalseTrueMaybeDon't know

25. 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.

MaybeTrueFalseDon't know

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