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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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25 Questions

1. Gibbons, Bradac, and Busch suggest that threats can be made more credible and morecompelling by using
2. 'Interpretation' can be defined as
3. Most communication, particularly in negotiation, involves give-and-take dialogue anddiscussion between at least two parties.
4. One-way communication is the only instance in which feedback is not essential to thecommunication process.
5. Communication 'works' to the degree that a wide variety of information is completely andthoroughly shared among the parties, and mutual understanding is reached.
6. Successful reflective responding can be characterized by
7. 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.
8. In passive listening
9. 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.
10. Research supports which conclusion about role reversal?
11. Define exonerating circumstances.
12. 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.
13. Which of the following are types of manageable questions?
14. Questions can be used to
15. 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.
16. Which of the following would be likely to distort messages and their meaning, preventing themfrom being understood completely?
17. Manageable questions cause difficulty, give information, and bring the discussion to a falseconclusion.
18. 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.
19. High levels of language intensity are used to convey strong feelings in the recipient, while lowintensity conveys weak feelings.
20. 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.
21. Encoding can be defined as
22. The presence of feedback can
23. 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.
24. Which of the following is not one of the five linguistic dimensions of making threats?
25. Decoding can be defined as the process by which messages are put into symbolic form.

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