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Negotiation 101 Practice Test: Basics of Communication 2
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Negotiation 101 Practice Test: Basics of Communication 2
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15 Questions

1. The use of _____________________ is defined as when negotiators use positive words when speaking of their own positions, and negative words when referring to the other party's position

2. One of the most common techniques for clarifying communication and eliminating noise and distortion is the use of _____________

3. A communicator who wishes to convey an emotional appeal may risk message ____________ in writing when a personal conversation would make it easier to convey emotion

4. _________________ involves receiving a message while providing no feedback to the sender about the accuracy or completeness of reception

5. _____________ questions cause attention, get information and start thinking

6. Achieving _____________ in negotiation is, in large part, making decisions to accept offers, to compromise priorities, to trade off across issues with the other party, or some combination of these elements

7. ____________ is the process by which messages are put into symbolic form

8. _____________ techniques allow negotiators to understand more completely the other party's positions by actively arguing these positions until the other party is convinced that they are understood

9. High levels of __________________ denote comfort and competence with language, and low levels denote discomfort, anxiety, or in experience

10. Researchers have been examining the effects of channels in general, and _____________ in particular, on negotiation processes and outcomes during much of the past decade

11. In negotiations, language operates at two levels: the _____________ level (for proposals or offers) and the _____________ level (for semantics, syntax, and style)

12. Nonverbal communication done well may help negotiators achieve better outcomes through _____________ coordination

13. _____________ and ____________ are the conduits by which messages are carried

14. Messages are the ____________ forms by which information is communicated

15. _____________ is conceptualized as an activity that occurs between a sender and a receiver

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