Essentials of Negotiation 5th Edition

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Chapter 06 - Communication

Chapter 06
Communication

Fill in the Blank Questions

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

2. 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.
________________________________________

3. High levels of _____________ ____________ denote comfort and competence with

language, and low levels denote discomfort, anxiety, or inexperience.
________________________________________

4. Nonverbal communication—done well—may help negotiators achieve better outcomes

through _____________ coordination.
________________________________________

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

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

________________________________________

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Chapter 06 - Communication

7. _____________ ____________ involves receiving a message while providing no feedback

to the sender about the accuracy or completeness of reception.
________________________________________

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. 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.
________________________________________

True / False Questions

10. 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.
True False

11. 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.
True False

12. 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.
True False

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Chapter 06 - Communication

13. 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.
True False

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

15. High levels of language intensity are used to convey strong feelings in the recipient, while
low intensity conveys weak feelings.
True False

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

17. Manageable questions cause difficulty, give information, and bring the discussion to a
false conclusion.
True False

Multiple Choice Questions

18. Define exonerating circumstances.

A. Negotiators suggest that they had no choice in taking the positions they did.
B. Negotiators explain their positions from a broader perspective, suggesting that while their
current position may appear negative it derives from positive motives.
C. Outcomes can be explained by changing the context.
D. Negotiators who use multiple explanations are more likely to have better outcomes.
E. None of the above can define exonerating circumstances.

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Chapter 06 - Communication

19. Which of the following is not one of the five linguistic dimensions of making threats?
A. The use of polarized language
B. The conveyance of verbal immediacy
C. The degree of lexical diversity
D. The extent of low-power language style
E. All of the above are elements of the five linguistic dimensions of making threats.

20. Gibbons, Bradac, and Busch suggest that threats can be made more credible and more
compelling by using
A. positively polarized descriptions of the other party.
B. low immediacy.
C. high intensity.
D. low verbal diversity.
E. None of the above can make threats more credible and compelling.

21. What are the most dominant contributors to breakdowns and failures in negotiation?
A. Failures and distortions in perception, meaning, and feedback.
B. Failures and distortions in perception, feedback, and behaviors.
C. Failures and distortions in perception, communication, and framing.
D. Failures and distortions in perception, cognition, and communication.
E. None of the above contribute to breakdowns and failures in negotiation.

22. Questions can be used to

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

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Chapter 06 - Communication

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

A. Close-out questions that force the other party into seeing things your way
B. Leading questions that point toward an answer
C. Impulse questions that occur "on the spur of the moment," without planning
D. Loaded questions that put the other party on the spot regardless of his/her answer
E. None of the above are types of manageable questions.

24. In passive listening

A. the receivers restate or paraphrase the sender's message in their own language.
B. the receivers interject responses to keep communicators sending messages.
C. the receiver provides no feedback to the sender about the accuracy or completeness of
reception.
D. senders may misinterpret acknowledgments as the receiver's agreement with their position,
rather than that they are simply receiving the message.
E. None of the above occurs in passive listening.

Short Answer Questions

25. A communicative framework for negotiation is based on what assumptions?

26. Having a BATNA changes which things in a negotiation?

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Chapter 06 - Communication

27. Define "reframing explanations."

28. Define the "information is weakness" effect.

29. What are the five linguistic dimensions of making threats?

30. How can using the five linguistic dimensions make threats more credible and compelling?

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Chapter 06 - Communication

31. Some nonverbal acts, called attending behaviors, are particularly important in connecting
with another person during a coordinated interaction like negotiation. Why?

32. Define social bandwidth.

33. What three main techniques are available for improving communication in negotiation?

34. We know that role reversal can be a useful tool for improving communication and the
accurate understanding and appreciation of the other party's position in negotiation. But when
is it useful?

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Chapter 06 - Communication

35. As negotiations come to a close, what are the two key aspects of communication and
negotiation that negotiators must attend to simultaneously?

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Chapter 06 - Communication

Chapter 06 Communication Answer Key

Fill in the Blank Questions

1. (p. 139) In negotiations, language operates at two levels: the _____________ level (for
proposals or offers) and the _____________ level (for semantics, syntax, and style).
logical, pragmatic

2. (p. 140) 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.
polarized language

3. (p. 140) High levels of _____________ ____________ denote comfort and competence with
language, and low levels denote discomfort, anxiety, or inexperience.
lexical diversity

4. (p. 142) Nonverbal communication—done well—may help negotiators achieve better

outcomes through _____________ coordination.
mutual

5. (p. 143) Researchers have been examining the effects of channels in general, and
_____________ in particular, on negotiation processes and outcomes during much of the past
decade.
e-mail

6. (p. 145) _____________ questions cause attention, get information and start thinking.
Manageable

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Chapter 06 - Communication

7. (p. 145) _____________ ____________ involves receiving a message while providing no

feedback to the sender about the accuracy or completeness of reception.
Passive listening

8. (p. 148) _____________ - ____________ 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.
Role-reversal

9. (p. 149) 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.
closure

True / False Questions

10. (p. 136) 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.
TRUE

11. (p. 137, 138) 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.
TRUE

12. (p. 138) 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.
FALSE

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Chapter 06 - Communication

13. (p. 138) 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.
TRUE

14. (p. 140) Low verbal immediacy is intended to engage or compel the other party, while high
verbal immediacy is intended to create a sense of distance or aloofness.
FALSE

15. (p. 140) High levels of language intensity are used to convey strong feelings in the recipient,
while low intensity conveys weak feelings.
TRUE

16. (p. 141) A negotiator's choice of words may only signal a position; it may never shape or
predict it.
FALSE

17. (p. 145) Manageable questions cause difficulty, give information, and bring the discussion to
a false conclusion.
FALSE

Multiple Choice Questions

18. (p. 138) Define exonerating circumstances.

A. Negotiators suggest that they had no choice in taking the positions they did.
B. Negotiators explain their positions from a broader perspective, suggesting that while their
current position may appear negative it derives from positive motives.
C. Outcomes can be explained by changing the context.
D. Negotiators who use multiple explanations are more likely to have better outcomes.
E. None of the above can define exonerating circumstances.

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Chapter 06 - Communication

19. (p. 140) Which of the following is not one of the five linguistic dimensions of making
threats?
A. The use of polarized language
B. The conveyance of verbal immediacy
C. The degree of lexical diversity
D. The extent of low-power language style
E. All of the above are elements of the five linguistic dimensions of making threats.

20. (p. 140) Gibbons, Bradac, and Busch suggest that threats can be made more credible and
more compelling by using
A. positively polarized descriptions of the other party.
B. low immediacy.
C. high intensity.
D. low verbal diversity.
E. None of the above can make threats more credible and compelling.

21. (p. 144, 145) What are the most dominant contributors to breakdowns and failures in
negotiation?
A. Failures and distortions in perception, meaning, and feedback.
B. Failures and distortions in perception, feedback, and behaviors.
C. Failures and distortions in perception, communication, and framing.
D. Failures and distortions in perception, cognition, and communication.
E. None of the above contribute to breakdowns and failures in negotiation.

22. (p. 145) Questions can be used to

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

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Chapter 06 - Communication

23. (p. 146) Which of the following are types of manageable questions?
A. Close-out questions that force the other party into seeing things your way
B. Leading questions that point toward an answer
C. Impulse questions that occur "on the spur of the moment," without planning
D. Loaded questions that put the other party on the spot regardless of his/her answer
E. None of the above are types of manageable questions.

24. (p. 145) In passive listening

A. the receivers restate or paraphrase the sender's message in their own language.
B. the receivers interject responses to keep communicators sending messages.
C. the receiver provides no feedback to the sender about the accuracy or completeness of
reception.
D. senders may misinterpret acknowledgments as the receiver's agreement with their position,
rather than that they are simply receiving the message.
E. None of the above occurs in passive listening.

Short Answer Questions

25. (p. 137) A communicative framework for negotiation is based on what assumptions?

(1) The communication of offers is a dynamic process; (2) the offer process is interactive; and
(3) a variety of internal and external factors drive the interaction and motivate a bargainer to
change his or her offer.

26. (p. 137) Having a BATNA changes which things in a negotiation?

(1) Negotiators with attractive BATNAs set higher reservation prices for themselves; (2)
negotiators whose counterparts had attractive BATNAs set lower reservation points for
themselves; and (3) when both parties were aware of the attractive BATNA that one of the
negotiators had, that negotiator received a more positive negotiation outcome.

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Chapter 06 - Communication

27. (p. 138) Define "reframing explanations."

Outcomes can be explained by changing the context (e.g. short-term pain for long term gain).

28. (p. 139) Define the "information is weakness" effect.

Negotiators who know the complete preferences of both parties will have more difficulty
determining fair outcomes than will negotiators who do not have this information.

29. (p. 140) What are the five linguistic dimensions of making threats?

The use of polarized language, the conveyance of verbal immediacy, the degree of language
intensity, the degree of lexical diversity, the extent of high-power language style.

30. (p. 140) How can using the five linguistic dimensions make threats more credible and
compelling?

Threats can be made more credible and more compelling by negatively polarized descriptions
of the other party and his or her position, high immediacy, high intensity, high lexical
diversity, and a distinctively high-power style.

31. (p. 141) Some nonverbal acts, called attending behaviors, are particularly important in
connecting with another person during a coordinated interaction like negotiation. Why?

Because they let the other know that you are listening and prepare the other party to receive
your message.

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Chapter 06 - Communication

32. (p. 142) Define social bandwidth.

The ability of a channel to carry and convey subtle social and relational cues from sender to
receiver that go beyond the literal text of the message itself (see also Short, Williams, and
Christie, 1976, who used the term "social presence"). Greater social bandwidth means that a
channel can convey more cues having social, relational, or symbolic content.

33. (p. 145) What three main techniques are available for improving communication in
negotiation?

The use of questions, listening, and role reversal.

34. (p. 148) We know that role reversal can be a useful tool for improving communication and
the accurate understanding and appreciation of the other party's position in negotiation. But
when is it useful?

This tool may be most useful during the preparation stage of negotiation, or during a team
caucus when things are not going well.

35. (p. 149) As negotiations come to a close, what are the two key aspects of communication and
negotiation that negotiators must attend to simultaneously?

The avoidance of fatal mistakes and the achievement of satisfactory closure in a constructive
manner.

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