Negotiation 7Th Edition Lewicki Test Bank Full Chapter PDF

Negotiation 7th Edition Lewicki Test
Bank
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Chapter 07
Communication
Fill in the Blank Questions
1. _____________ is conceptualized as an activity that occurs between a sender and a receiver.
________________________________________
2. Messages are the ____________ forms by which information is communicated.
________________________________________
3. _____________ and ____________ are the conduits by which messages are carried.
________________________________________
4. ____________ is the process by which messages are put into symbolic form.
________________________________________
5. 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.
________________________________________
7-1
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of
McGraw-Hill Education.
6. In negotiations, language operates at two levels: the _____________ level (for proposals or
offers) and the _____________ level (for semantics, syntax, and style).
________________________________________
7. 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.
________________________________________
8. High levels of __________________ denote comfort and competence with language, and low
levels denote discomfort, anxiety, or inexperience.
________________________________________
9. Nonverbal communication—done well—may help negotiators achieve better outcomes

through _____________ coordination.
________________________________________
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. One of the most common techniques for clarifying communication and eliminating noise and
distortion is the use of _____________.
________________________________________
7-2
12. _____________ questions cause attention, get information and start thinking.
________________________________________
13. _________________ involves receiving a message while providing no feedback to the sender
about the accuracy or completeness of reception.
________________________________________
14. _____________ 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.
________________________________________
15. 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
16. Most communication, particularly in negotiation, involves give-and-take dialogue and

discussion between at least two parties.
True False
7-3
17. Communication "works" to the degree that a wide variety of information is completely and
thoroughly shared among the parties, and mutual understanding is reached.
True False
18. 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.
True False
19. 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.
True False
20. The more prone we are to use symbolic communication, the more likely it is that the symbols
we choose may not accurately communicate the meaning we intend.
True False
21. Decoding can be defined as the process by which messages are put into symbolic form.
True False
22. One-way communication is the only instance in which feedback is not essential to the
communication process.
True False
7-4
23. 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
24. 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
25. 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
26. 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
27. 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
7-5
28. High levels of language intensity are used to convey strong feelings in the recipient, while low
intensity conveys weak feelings.
True False
29. A negotiator's choice of words may only signal a position; it may never shape or predict it.
True False
30. Manageable questions cause difficulty, give information, and bring the discussion to a false
conclusion.
True False
Multiple Choice Questions
31. In which of the following examples is the communication model listed in the correct order?
A. sender encodes the message, message is transmitted, receiver decodes the message,
receiver provides feedback to the sender
B. message is transmitted, sender encodes the message, receiver decodes the message,
C. sender encodes the message, receiver decodes the message, message is transmitted,
D. sender encodes the message, message is transmitted, receiver provides feedback to the
sender, receiver decodes the message
E. None of the above list the communication process in the correct order.
7-6
32. Encoding can be defined as
A. the facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as a
set of filters for interpreting the decoded messages.
B. the process by which messages are put into symbolic form.
C. the process of translating messages from their symbolic form into a form that makes
sense.
D. the process by which the receiver reacts to the sender's message.
E. Decoding can be defined as all of the above.
33. Which of the following would be likely to distort messages and their meaning, preventing
them from being understood completely?
A. shared or common goals between the sender and receiver
B. the elimination of distraction and confusion in the communication environment
C. the avoidance of symbolic communication
D. the congruence or incongruence between multiple transmission channels
E. All of the above would be likely to distort messages and their meaning.
34. "Interpretation" can be defined as
A. the process by which the receiver reacts to the sender's message.
B. the process of screening, selecting, and interpreting stimuli so that they have meaning to
the individual.
C. the facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as a
set of filters for interpreting the decoded messages.
D. small amounts of perceptual information that are used to draw large conclusions about
individuals.
E. None of the above define "interpretation."
7-7
35. The presence of feedback can
A. distort communication in negotiation.
B. lead negotiators to change the way that they negotiate or evaluate negotiation outcomes.
C. influence the offers that negotiators make.
D. motivate the sender to change his or her behavior, either in a positive or negative
direction.
E. The presence of feedback can cause all of the above to occur.
36. 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.
37. 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.
7-8
38. 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.
39. Which of the following is not one of the four biases that threaten e-mail negotiations?
A. 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).
B. 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 individuals to
project sinister and deceitful motives onto the other party).
C. 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).
D. Burned 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).
E. Squeaky wheel bias is the tendency for e-mail negotiators to use a negative emotional
style to achieve their goals (resort to intimidation, rude behavior, poor etiquette to achieve
outcomes).
7-9
40. 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.
41. 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.
42. 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.
7-10
43. 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.
44. Successful reflective responding can be characterized by
A. a greater emphasis on speaking than listening.
B. responding to abstract rather than personal points.
C. following the other rather than leading him or her into areas that the listener thinks should
be explored.
D. suggesting or questioning what the speaker should be thinking or feeling.
E. All of the above are characteristics of reflective responding.
45. Research supports which conclusion about role reversal?
A. Role reversal is effective in producing cognitive changes but not attitude changes.
B. When parties' positions are fundamentally compatible with one another, role reversal is
likely to produce better results.
C. When parties' positions are fundamentally incompatible; role reversal may dull the
perceptions of incompatibility.
D. Role reversal leads to easier resolutions of conflict, particularly when accurate

communication reveals a fundamental incompatibility in the positions of the two sides.
E. All of the above conclusions are supported by research.
7-11
Short Answer Questions
46. How does communication pervade the negotiation process according to Putnam and Poole?
47. Describe the communication model.
7-12
48. How can feedback be used strategically?
49. A communicative framework for negotiation is based on what assumptions?
50. According to Pinkley and her colleagues, having a BATNA changes which things in a
negotiation?
7-13
51. Define "reframing explanations."
52. Define the "information is weakness" effect.
53. What are the five linguistic dimensions of making threats?
7-14
54. How can using the five linguistic dimensions make threats more credible and compelling?
55. Some nonverbal acts, called attending behaviors, are particularly important in connecting
with another person during a coordinated interaction like negotiation. Why?
56. Define social bandwidth.
7-15
57. Why do negotiators treat e-mail as just another vehicle for written communication?
58. What three main techniques are available for improving communication in negotiation?
59. As negotiations come to a close, what are the two key aspects of communication and
negotiation that negotiators must attend to simultaneously?
7-16
60. 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?
7-17
Chapter 07 Communication Answer Key
Fill in the Blank Questions
1. _____________ is conceptualized as an activity that occurs between a sender and a

(p. 230) receiver.
Communication
2. Messages are the ____________ forms by which information is communicated.

(p. 233)
symbolic
3. _____________ and ____________ are the conduits by which messages are carried.
(p. 233)
Channels; media
4. ____________ is the process by which messages are put into symbolic form.
(p. 233)
Encoding
5. A communicator who wishes to convey an emotional appeal may risk message

(p. 233) ____________ in writing when a personal conversation would make it easier to convey
emotion.
distortion
7-18
6. In negotiations, language operates at two levels: the _____________ level (for proposals or
(p. 240) offers) and the _____________ level (for semantics, syntax, and style).
logical; pragmatic
7. The use of _____________________ is defined as when negotiators use positive words when
(p. 241) speaking of their own positions, and negative words when referring to the other party's
position.
polarized language
8. High levels of __________________ denote comfort and competence with language, and low
(p. 241) levels denote discomfort, anxiety, or inexperience.
lexical diversity
9. Nonverbal communication—done well—may help negotiators achieve better outcomes

(p. 244) through _____________ coordination.
mutual
10. Researchers have been examining the effects of channels in general, and _____________ in
(p. 245) particular, on negotiation processes and outcomes during much of the past decade.
e-mail
11. One of the most common techniques for clarifying communication and eliminating noise
(p. 249) and distortion is the use of _____________.
questions
7-19
12. _____________ questions cause attention, get information and start thinking.
(p. 249)
Manageable
13. _________________ involves receiving a message while providing no feedback to the sender
(p. 251) about the accuracy or completeness of reception.
Passive listening
14. _____________ techniques allow negotiators to understand more completely the other
(p. 253) party's positions by actively arguing these positions until the other party is convinced that
they are understood.
Role-reversal
15. Achieving _____________ in negotiation is, in large part, making decisions to accept offers,
(p. 254) to compromise priorities, to trade off across issues with the other party, or some
combination of these elements.
closure
True / False Questions
16. Most communication, particularly in negotiation, involves give-and-take dialogue and

(p. 230) discussion between at least two parties.
TRUE
7-20
17. Communication "works" to the degree that a wide variety of information is completely and
(p. 232) thoroughly shared among the parties, and mutual understanding is reached.
TRUE
18. In communication between a sender and a receiver a variety of external factors does not
(p. 232) distort messages and their meaning thereby inhibiting comprehension and mutual
understanding.
FALSE
19. The more diverse the goals of the two parties, or the more antagonistic they are in their
(p. 232) relationship, the lesser the likelihood that distortions and errors in communication will
occur.
FALSE
20. The more prone we are to use symbolic communication, the more likely it is that the
(p. 233) symbols we choose may not accurately communicate the meaning we intend.
TRUE
21. Decoding can be defined as the process by which messages are put into symbolic form.
(p. 233)
FALSE
22. One-way communication is the only instance in which feedback is not essential to the
(p. 234) communication process.
FALSE
7-21
23. While the blend of integrative versus distributive communication content varies as a
(p. 235) function of the issues being discussed, it is also clear that the content of communication
is only partly responsible for negotiation outcomes.
TRUE
24. Thompson et al. found that winners and losers evaluated their own outcomes equally
(p. 236) 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
25. Mitigating circumstances occur where negotiators explain their positions from a broader
(p. 237) perspective, suggesting that while their current position may appear negative it derives
from positive motives.
FALSE
26. Sitkin and Bies suggest that negotiators who use multiple explanations are more likely to
(p. 237) have better outcomes and that the negative effects of poor outcomes can be mitigated by
communicating explanations for them.
TRUE
27. Low verbal immediacy is intended to engage or compel the other party, while high verbal
(p. 241) immediacy is intended to create a sense of distance or aloofness.
FALSE
7-22
28. High levels of language intensity are used to convey strong feelings in the recipient, while
(p. 241) low intensity conveys weak feelings.
TRUE
29. A negotiator's choice of words may only signal a position; it may never shape or predict it.
(p. 242)
FALSE
30. Manageable questions cause difficulty, give information, and bring the discussion to a
(p. 251) false conclusion.
FALSE
Multiple Choice Questions
31. In which of the following examples is the communication model listed in the correct
(p. 230) order?
A. sender encodes the message, message is transmitted, receiver decodes the message,
B. message is transmitted, sender encodes the message, receiver decodes the message,
C. sender encodes the message, receiver decodes the message, message is transmitted,
D. sender encodes the message, message is transmitted, receiver provides feedback to

the sender, receiver decodes the message
E. None of the above list the communication process in the correct order.
7-23
32. Encoding can be defined as
(p. 233)
A. the facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as
a set of filters for interpreting the decoded messages.
B. the process by which messages are put into symbolic form.
C. the process of translating messages from their symbolic form into a form that makes
sense.
D. the process by which the receiver reacts to the sender's message.
E. Decoding can be defined as all of the above.
33. Which of the following would be likely to distort messages and their meaning, preventing
(p. 233) them from being understood completely?
A. shared or common goals between the sender and receiver
B. the elimination of distraction and confusion in the communication environment
C. the avoidance of symbolic communication
D. the congruence or incongruence between multiple transmission channels
E. All of the above would be likely to distort messages and their meaning.
34. "Interpretation" can be defined as

(p. 234)
A. the process by which the receiver reacts to the sender's message.
B. the process of screening, selecting, and interpreting stimuli so that they have meaning
to the individual.
C. the facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as
a set of filters for interpreting the decoded messages.
D. small amounts of perceptual information that are used to draw large conclusions about
individuals.
E. None of the above define "interpretation."
7-24
35. The presence of feedback can
(p. 234)
A. distort communication in negotiation.
B. lead negotiators to change the way that they negotiate or evaluate negotiation
outcomes.
C. influence the offers that negotiators make.
D. motivate the sender to change his or her behavior, either in a positive or negative
direction.
E. The presence of feedback can cause all of the above to occur.
36. Define exonerating circumstances.

(p. 237)
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.
37. Which of the following is not one of the five linguistic dimensions of making threats?
(p. 241)
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.
7-25
38. Gibbons, Bradac, and Busch suggest that threats can be made more credible and more
(p. 241) 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.
39. Which of the following is not one of the four biases that threaten e-mail negotiations?
(p. 248)
A. 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).
B. 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
individuals to project sinister and deceitful motives onto the other party).
C. 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).
D. Burned 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).
E. Squeaky wheel bias is the tendency for e-mail negotiators to use a negative emotional
style to achieve their goals (resort to intimidation, rude behavior, poor etiquette to
achieve outcomes).
7-26
40. What are the most dominant contributors to breakdowns and failures in negotiation?
(p. 248)
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.
41. Which of the following are types of manageable questions?

(p. 250)
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.
42. Questions can be used to

(p. 251)
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.
7-27
43. In passive listening
(p. 251)
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.
44. Successful reflective responding can be characterized by

(p. 253)
A. a greater emphasis on speaking than listening.
B. responding to abstract rather than personal points.
C. following the other rather than leading him or her into areas that the listener thinks
should be explored.
D. suggesting or questioning what the speaker should be thinking or feeling.
E. All of the above are characteristics of reflective responding.
45. Research supports which conclusion about role reversal?

(p. 253)
A. Role reversal is effective in producing cognitive changes but not attitude changes.
B. When parties' positions are fundamentally compatible with one another, role reversal is
likely to produce better results.
C. When parties' positions are fundamentally incompatible; role reversal may dull the
perceptions of incompatibility.
D. Role reversal leads to easier resolutions of conflict, particularly when accurate

communication reveals a fundamental incompatibility in the positions of the two sides.
E. All of the above conclusions are supported by research.
7-28
Short Answer Questions
46. How does communication pervade the negotiation process according to Putnam and
(p. 230) Poole?
Communication undergirds the setting and reframing of goals; the defining and narrowing
of conflict issues; the developing of relationships between disputants and among
constituents; the selecting and implementing of strategies and tactics; the generating,
attacking, and defending of alternative solutions; and the reaching and confirming of
agreements.
47. Describe the communication model.

(p. 230)
A sender has a thought or meaning in his or her mind. The sender encodes this meaning
into a message that is to be transmitted to a receiver. The message may be encoded into
verbal language, nonverbal expression, or both. Once encoded, the message is then
transmitted through a channel to the receiver. The receiver's receptors - eyes and ears -
receive the transmission and decode it, giving meaning and understanding to the receiver.
48. How can feedback be used strategically?

(p. 234)
Feedback can be used strategically to induce concessions, changes in strategy, or altered

assessments of process and outcome.
7-29
49. A communicative framework for negotiation is based on what assumptions?
(p. 236)
(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.
50. According to Pinkley and her colleagues, having a BATNA changes which things in a
(p. 236) 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.
51. Define "reframing explanations."

(p. 237)
Outcomes can be explained by changing the context (e.g. short-term pain for long term
gain).
52. Define the "information is weakness" effect.

(p. 238,
239)
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.
7-30
53. What are the five linguistic dimensions of making threats?
(p. 241)
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.
54. How can using the five linguistic dimensions make threats more credible and compelling?
(p. 241)
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.
55. Some nonverbal acts, called attending behaviors, are particularly important in connecting
(p. 242) 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.
56. Define social bandwidth.

(p. 244)
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.
7-31
57. Why do negotiators treat e-mail as just another vehicle for written communication?
(p. 245)
Because it is analytically simplistic and because email interactions frequently substitute

for communication that would otherwise occur via telephone, face-to-face, or perhaps not
at all.
58. What three main techniques are available for improving communication in negotiation?
(p. 249)
The use of questions, listening, and role reversal.
59. As negotiations come to a close, what are the two key aspects of communication and
(p. 254) negotiation that negotiators must attend to simultaneously?
The avoidance of fatal mistakes and the achievement of satisfactory closure in a

constructive manner.
60. We know that role reversal can be a useful tool for improving communication and the
(p. 254) 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.
7-32
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argumento que pueda
desbaratarla, la cual os quiero
poner en término que me podáis
responder á ella si hallareis qué
poder decir para confundirla.
Antonio.—Proponed, que yo iré
respondiendo como supiere,
aunque, según la habéis
encarecido, desde agora me
puedo dar por concluso; pero
todavía tengo creído que no
faltará respuesta, y mejor de la
que vos pensáis.
Albanio.—Decidme: si un
religioso reza sus horas
canónicas con mucho cuidado y
devoción, y un seglar hace lo
mismo y en la misma igualdad,
¿cuál de ellos merecerá mayor
premio y será digno de más
gloria?
Antonio.—Paréceme que el
religioso, porque assí como
tendría mayor pena y mayor
castigo no cumpliendo con la
obligación que tiene sobre sí, assí
es justo que se le dé mayor
premio por hacerlo que es
obligado; que de otra manera
sería notorio agravio el que
recibiese, y como Dios sea juez
tan justo, quiere que sean iguales
en la gloria y en la pena, para que
el que fuere digno de más crecida
pena también lo sea para llevar
más crescida la gloria.
Albanio.—Lo cierto habéis
respondido, y de vuestra
respuesta sale la razón que he
dicho, y así me responded á lo
que diré: ¿cuál es digno de mayor
infamia, uno que es de muy buen
linaje y hace alguna vileza ó cosa
fea de que pueda ser
reprehendido, ó uno que ha
alcanzado valor por su sola
persona y comete la misma vileza
haciendo lo que no debe?
Antonio.—El que ha ganado el
merecimiento y valor por su
persona.
Albanio.—Pues ¿cómo puede
ser esso, que vos mesmo os
contradecís, porque esta razón
tiene la mesma fuerza que la
pasada? Claro es y notorio á
todos que mayor obligación tiene
un bueno á obrar cosas buenas y
virtuosas que uno que no lo es
tanto, digo en la calidad y linaje, y
así por esta obligación que tiene
sobre sí merece mayor premio y
honra en ser bueno siguiendo la
virtud de sus pasados, que no el
que es de bajo y oscuro linaje;
porque éste no está tan obligado
á usar de aquella bondad, y así
como al bueno se le ha de dar
mayor premio por esto, es digno
de mayor infamia si se desvía del
camino que fundó el que dió
principio á su linaje y siguieron los
que dél han procedido, y si es
digno de mayor infamia faltando á
su obligación, justo será que se le
dé mayor honra sin contradicción
ninguna.
Antonio.—Hermosa y fuerte
razón es la que, señor Albanio,
habéis traído, y argumento muy
aparente, aunque no dexa de
tener respuesta bastante, porque,
como suelen decir, debaxo de la
buena razón á veces está el
engaño, y asi lo está debaxo
desto que vos habéis dicho
cuando quisiéredes bien
entenderlo, porque yo no niego
que al que es de buen linaje y hijo
de buenos padres se le debe
mayor honra, siendo bueno, que
al que es de humilde linaje
aunque sea bueno; pero esto se
entiende cuando son igualmente
buenos, que bien podría ser
bueno el que es de buen linaje y
tener mayor bondad el que es de
más bajo estado; y en este caso
todavía me afirmo en que es
digno de mayor honra el que
mayor bondad tuviere; esto
podréis mejor entender por lo que
agora diré. Notorio es que
muchos romanos de oscuros y
bajos linajes hicieron hechos tan
valerosos que por ellos
merecieron ser recebidos en
Roma con muy honrados y
sumptuosos triunfos, y á algunos
dellos se les pusieron públicas
estatuas en los lugares públicos y
fueron tenidos y estimados como
dioses que decian, héroes entre
los hombres. No faltaban
juntamente en Roma algunos
hombres de antiguos y claros
linajes, muy virtuosos y sin
mancilla que les pudiese
embarazar la honra; pero con no
igualar en los hechos, ni en la
fortaleza y virtud del ánimo con
los otros, no se igualaban con
ellos en la honra que se les hacía,
antes eran tenidos y estimados en
menos. El rey David, pastor fué
que guardaba ganado, y en su
tiempo muchos varones sanctos y
virtuosos hubo que descendían
de sangre de reyes, á los que no
les faltaba virtud ni fortaleza; pero
con no igualarse en ellas ni en las
hazañas tan valerosas,
principalmente cuando mató á
Golias, no fueron tan honrados ni
tan estimados de las gentes como
lo fué el rey David. Y así podría
traeros otros diversos exemplos,
los cuales dexo por la prolixidad y
porque entre nosotros lo vemos
cada día; que dos hijos de un
padre y de una madre igualmente
buenos, si á algunos dellos por
permisión y voluntad de Dios
ayuda y le favorece la industria en
poder acabar y salir con hechos
más hazañosos, le tenemos y
estimamos por más honrado que
al otro.
Jerónimo.—Desa manera al
acaecimiento se ha de atribuir la
honra de los hombres y en él está
darla á los unos y quitarla á los
otros.
Antonio.—Principalmente se ha
de atribuir á Dios, pues todas las
cossas se gobiernan por su
summo poder y voluntad. Pero
con esto permite que algunos
sean más bien empleados que
otros, y así cuando unos se
ensalzan, otros se humillan y
abaten, que no pueden estar
todos en una igualdad. Y así
resolviendo me digo, que cuando
dos hombres, el uno de buen
linaje y el otro de no tan bueno,
fueren igualmente buenos, que ha
de ser preferido y antepuesto en
la honra el de buen linaje al otro,
y si no son iguales, siendo mejor
en virtud y fortaleza el que es
inferior en linaje ha de ser más
estimado y preferido; y conforme
á esto se ha de entender el
decreto sobredicho, porque la
razón que habéis dicho de que
merece mayor pena el bueno,
haciendo lo que no debe, que el
que no es tal como él, yo os lo
confieso que así es digno de
mayor gloria. Pero (como en lo
que arriba he dicho bien á la clara
yo he probado) el que tiene más
virtud y valor, aunque sea
desigual en linaje, ya se ha hecho
tan bueno con ello como el otro, y
aun mejor. Y así está ya puesto
debajo de la mesma obligación de
usar la virtud y bondad, y obligado
á la mesma pena. Lo que
entenderéis por un ejemplo que
diré: Si un fraile ha que es fraile
cuarenta años, y otro no ha más
de uno que hizo proffesión, ¿no
estará éste obligado á los
preceptos de la orden como el
otro? ¿y no pecará igualmente?
Albanio.—Aunque en parte le
relevaría no estar tan habituado á
las observancias de la orden;
pero si no es pecado por
inorancia, eso no puede negarse.
Antonio.—Pues lo mesmo es en
lo que tratamos; que cuando uno
se ensalza y engrandece con
virtudes y hazañas, hace
profesión en la orden de la honra,
de manera que tan obligado
queda á guardar los preceptos
della y conservarla como aquel
que de antiguo tiempo tiene esta
obligación, pues que á todos nos
obliga la naturaleza igualmente á
ser virtuosos, no quiero decir en
un mesmo grado, sino que nos
obliga á todos sin excetar alguno,
dexando la puerta abierta para
que sea vicioso, y á lo mesmo la
verdadera ley christiana que
tenemos y seguimos nos obliga
juntamente á todos, y desta
manera, si bien lo consideramos,
no tenemos por qué decir que es
más obligado á sustentar la honra
de sus antepasados uno que
desciende de claro y antiguo
linaje que uno que por si mesmo
la ha ganado de nuevo.
Albanio.—En fin, la común
opinión es contraria de lo que
decís, porque tienen en tanto una
antigua y clara sangre, que el que
della participa, siempre es
juzgado digno de mayor honra.
Antonio.—No entendemos qué
cosa es ser buena y clara la
sangre, pues ya conocemos qué
cosa es ser antigua. Por cierto á
muchos juzgamos de buena
sangre que la tienen inficionada y
corrompida de malos humores, y
dexando de ser sangre se vuelve
en ponzoña que, bebiéndola,
bastaría á matar á cualquier
hombre, y algunos labradores hay
viles y que no sabiendo apenas
quiénes fueron sus padres tienen
una sangre tan buena y tan pura
que ninguna mácula hay en ella.
Esta manera de decir de buena
sangre es desatino y un impropio
hablar. Pero dexando esto, yo
estoy espantado de las
confusiones, novedades,
desatinos que cada día vemos en
el mundo acerca desto de los
linajes; pluguiesse á Dios que
tuviesse yo tantos ducados de
renta en su servicio para no vivir
pobre, como hoy hay hidalgos,
pecheros y villanos que no
pechan, que en esto hay algunos
que se saben dar tan buena
maña, que gozan del privilegio
que no tienen, y otros hay tan
apocados y tan pobres, que no
son bastantes á defender su
hidalguía cuando los
empadronan, y assí la pierden
para sí y para sus descendientes.
Y assí hemos visto dos hermanos
de padre y madre ser el uno
hidalgo y pechar el otro, y ser el
uno caballero y el otro no
alcanzar á ser hidalgo. Algunos
de los que son hidalgos no hallan
testigos que juren de padre y
agüelo, como la ley lo manda;
otros que no lo son, hallan cien
testigos falsos que por poco
interese juran. Y assí anda todo
revuelto y averiguada mal la
verdad en este caso.
Jerónimo.—Así es, señor
Antonio, como vos lo decís, que
muchas veces lo he considerado
y aun visto por experiencia. Pero
decidme, ¿qué diferencia hay
entre hidalgo y caballero, que yo
no lo alcanzo?
Antonio.--Yo os la diré. En los
tiempos antiguos, los reyes
hacían hidalgos algunos por
servicios que les hacían ó por
otros méritos que en ellos
hallaban; á otros armaban
caballeros, que era mayor
dignidad, porque gozaban de más
y mejores essenciones; pero esto
se entendía en sus vidas, porque
después sus descendientes no
gozaban de más de ser hidalgos.
Los que eran caballeros se
obligaban á cumplir ciertas cosas
cuando recebían la orden de
caballería, como aun agora
parece por algunas historias
antiguas, y en los libros de
historias fingidas, que tomaron
exemplo de lo verdadero, se trata
más copiosamente, y por esta
causa eran en más estimados.
Agora no se usa aquella orden de
caballería, y así hay muy pocos
caballeros á los cuales nuestro
emperador ha dado este
previlegio ó por sus virtudes ó por
otros respetos, y con ser la mayor
dignidad de todas en la milicia,
puede tanto la malicia de las
gentes, que si antes que
hubiessen la orden de caballería
no eran de buen linaje, los llaman
por despreciados caballeros
pardos ó hidalgos de privilegio,
paresciéndoles que por ser en
ellos más antigua la hidalguía
tiene mayor valor, y dexando de
guardar en esto la verdadera
orden que se ha de tener. A los
hidalgos ricos llaman caballeros, y
á lo que creo es porque tienen
más posibilidad para andar á
caballo, que yo no veo otra causa
que baste, porque tan hidalgo es
un hidalgo que no tiene un
maravedí de hacienda como un
señor que tiene veinte cuentos de
renta, si, como he dicho, no es
armado caballero; y hay tan
pocos caballeros en Castilla, que
aunque el rey ha dicho algunos,
no sería muy dificultoso el número
dellos, y con todo esto no veréis
otra cosa, ni oiréis entre los que
presumen sino á fe de caballero,
yo os prometo como caballero, sin
que tengan más parte con ser
caballeros que quien nunca lo fué
ni lo soñó ser, ó diremos que
toman este nombre en muy ancho
significado porque el vulgo tiene
por caballero que es hombre rico
que anda á caballo. Desta
manera son todas las otras cosas
que tocan á esto de la honra, que
ningún concierto ni orden hay en
ellas, sino que cada uno juzga y
defiende como le parece y como
más hace á su apetito.
Albanio.—¿Sabéis, Antonio, qué
veo? Que cuando comenzamos
esta materia prometisteis de no
sentenciar en ella, y á lo que he
visto, por más que sentenciar
tengo vuestras palabras, pues
ningún lugar habéis dejado con
ellas para ser más estimados los
herederos de la honra que los que
por sí la ganaron, y no os veo tan
desapasionado en esto que
queráis volver atrás de lo que
habéis dicho en ninguna cosa.
Antonio.—Yo digo lo que siento,
y no por esso dejo de pensar que
habrá otros que lo sientan
differentemente y de manera que
tengan otras muchas razones
contrarias para contradecir lo que
he dicho, y así me pongo debaxo
de la correción de los que más
sabios fueren y mejor lo
entendieren; pero esto ha de ser
no les yendo en ello su propio
interese, que desta manera
podrán ser buenos jueces, como
vemos que lo fué Salustio que
cuando competía con Marco
Tulio, porque le iba su propia
pasión, fué del parecer vulgar,
mas cuando habló desapasionado
y como filósofo moral en la batalla
que escrebió del rey Ingurta dice
asi:
Quanto vita majorum plæclarior
est,
tanto posterorum socordia flagitior
est.
que quiere decir: cuanto la vida
de los antepasados fué más
illustre, tanto la pereza de los
descendientes es más culpada.
Y pues que ya hemos dicho
brevemente todo lo que alcanza á
nuestros claros juicios, y yo he
cumplido lo que quedé mejor que
he sabido, justo será que nos
vamos, que ya el sol tiene tanta
fuerza que no basta el frescor de
la verdura para resistirla.
Jerónimo.—Es ya casi medio día
y con el gusto de la cuestión no
hemos sentido ir el tiempo.
Caminemos, porque no hagamos
falta, que ya el conde habrá
demandado la comida.
Finis.
COLLOQUIO
PASTORIL
En que un pastor llamado

Torcuato cuenta á otros dos
pastores llamados Filonio y
Grisaldo los amores que tuvo
con una pastora llamada
Belisia. Va compuesto en
estilo apacible y gracioso y
contiene en sí avisos
provechosos para que las
gentes huyan de dexarse
vencer del Amor, tomando
enxemplo en el fin que
tuvieron estos amores y el
pago que dan á los que
ciegamente los siguen, como
se podrá ver en el proceso
deste colloquio.
Á LOS LECTORES DICE LAS

CAUSAS QUE LE
MOVIERON Á PONER ESTE
COLLOQUIO CON LOS
PASSADOS.
Bien cierto estoy que no faltarán
diferentes juicios para juzgar esta
obra, como los hay para todas las
otras que se escriben, y que
aunque haya algunos á quien les
parezca bien, habrá otros que
tendrán otro parecer diferente y
murmurarán diciendo que no fué
bien acertado mezclar con los
colloquios de veras uno de burlas,
como es el que se sigue, y que yo
debiera excusarlo assí, y quiero
decir los motivos que para ello
tuve y me parecieron bastantes,
en los cuales pude acertar y
también he podido engañarme,
que creo que habrá assimesmo
en esto diversos pareceres como
en lo pasado. Lo primero que me
movió, fué que, dirigiendo este
libro al Sr. D. Alonso Pimentel, y
estando su señoría en edad tan
tierna, cuando viniese á leer
cosas más pesadas que
apacibles, como son las que se
tratan en estos colloquios, que
por ventura se enfadaría dellas, y
convenía hallar en qué mudar el
gusto para tomar más sabor en lo
que se leyese, y así quise poner
por fruta de postre la que también
podrá servir en el medio cuando
entre manjar y manjar quisiere
gustar della; y demás desto, no
dexa de tener en sí este colloquio
muy buenos enxemplos y dotrina,
pues se podrá entender por él el
fin que se sigue de los amores
que se siguen con vanidad, y
cuán poca firmeza se suele hallar
en ellos. También en la segunda y
tercera parte se hallarán algunas
cosas que, considerándolas, se
sacará dellas muy gran provecho,
pues tienen más sentido en sí del
que en la letra parece; y sin estas
causas que he dado, parecióme
que podría yo hacer lo que otros
autores muy graves hicieron sin
ser reprehendidos por ello, y que
tenía escudo y amparo en su
enxemplo contra las lenguas de
los que de mí por esta causa
murmurar quisiessen.
El primero es el poeta Virgilio, que
con los libros de La Eneida,
siendo obra tan calificada, no le
pareció mal poner las Bucólicas,
que tratan cosas de amores, y los
Parvos, que son todos de burlas y
juegos. El poeta Ovidio también
mezcló con sus obras el de Arte
amandi y el de Remedio amoris.
Eneas Silvio, que después se
llamó el papa Pío, escribió cosas
muy encarecidas y con ellas los
Amores de Eurialo Franco y
Lucrecia Senesa. Luciano, autor
griego, con los colloquios de
veras mezcló algunos de burlas y
donaires, y también puso con
ellos los libros en que escribe el
Mundo nuevo de la luna,
fingiendo que hay en ella
ciudades y poblaciones de gentes
y otras cosas que van pareciendo
disparates. Petrarca muchas
obras escribió en que se mostró
muy gran teólogo y letrado, y no
por esto dexó de poner entre ellas
la que hizo sobre los amores que
tuvo con madona Laura, y así yo
pude escribir el colloquio que se
sigue con los pasados, teniendo
por mi parte tantos autores con
quien defenderme de lo que fuere
acusado. Y si estas razones y
excusas no bastaren, bastará
una, y es que á los que les
pareciere mal no lo lean y hagan
cuenta que aquí se acabaron los
colloquios, que para mí basta
solamente que á quien van
dirigidos se satisfaga de mi
intención, la cual ha sido de
acertar á servir en esto y en todo
lo que más pudiere hacerlo, como
soy obligado.
Torquemada.
COLLOQUIO PASTORIL
En que se tratan los amores de

un pastor llamado Torcato con
una pastora llamada Belisia: el
cual da cuenta dellos á otros
dos pastores llamados Filonio
y Grisaldo, quexándose del
agravio que recibió de su
amiga. Va partido en tres
partes. La primera es del
proceso de los amores. La
segunda es un sueño. En la
tercera se trata la causa que
pudo haber para lo que Belisia
con Torcato hizo.
INTERLOCUTORES
Grisaldo.—Torcato.—Filonio.
Filonio.—¿Qué te parece,
Grisaldo, de las regocijadas y
apacibles fiestas que en estos
desposorios de Silveida en
nuestro lugar hemos tenido, y con
cuánto contento de todos se ha
regocijado? Que si bien miras en
ello, no se han visto en nuestros
tiempos bodas que con mayor
solemnidad se festejasen, ni en
que tantos zagales tan bien
adrezados ni tantas zagalas tan
hermosas y bien ataviadas y
compuestas se hayan en uno
juntado.
Grisaldo.—Razón tienes,
Filonio, en lo que dices, aunque
yo no venga del todo contento,
por algunos agravios que en ellas
se han recibido, que á mi ver han
sido en perjuicio de algunos
compañeros nuestros, que con
justa causa podrán quedar
sentidos de la sinrazón que
recibieron. Y porque no eres de
tan torpe entendimiento que tu
juicio no baste para haber
conocido lo que digo, dime, así
goces muchos años los amores
de Micenia y puedas romper en
su servicio el jubón colorado y
sayo verde con la caperuza azul y
zaragüelles que para los días de
fiesta tienes guardados, ¿no fué
mal juzgada la lucha entre
Palemón y Melibeo dándose la
ventaja á quien no la tenía y
poniendo la guirnalda á quien no
la había merecido; que si tuviste
atención no fué pequeña ventaja
la que tuvo el que dieron por
vencido al que por vencedor
señalaron?
Filonio.—Verdaderamente,
hermano Grisaldo, bien
desengañado estaba yo de que el
juicio fué hecho más con afición
que no con razón ni justicia;
porque puesto caso que Palemón
sobrepujase en fuerzas á
Melibeo, no por eso se le debía
atribuir la victoria, pues nunca le
dió caída en que ambos no
pareciesen juntamente en el
suelo, y demás desto, si bien
miraste la destreza de Melibeo en
echar los traspiés, el aviso en
armar las zancadillas, la buena
maña en dar los vaivenes,
juzgarás que no había zagal en
todas estas aldeas que en esto
pudiese sobrepujarlo; y cuando
Palemón con sus fuertes brazos
en alto lo levantaba, así como
dicen que Hércules hizo al
poderoso Anteo, al caer estaba
Melibeo tan mañoso que, apenas
con sus espaldas tocaba la tierra,
cuando en un punto tenía á
Palemón debaxo de sí, que quien
quiera que le viera más
dignamente le juzgara por
victorioso que por vencido. Pero
¿qué quieres que hiciese el buen
pastor Quiral, puesto por juez,
que por complacer á su amada
Floria le era forzado que, con
justicia ó sin ella, diese la
sentencia por Palemón su
hermano?
Grisaldo.—Si al amor pones de
por medio, pocas cosas justas
dexarán de tornar injustamente
hechas. Y dexando la lucha, no
fué menos de ver el juego de la
chueca, que tan reñido fué por
todas partes, en el cual se mostró
bien la desenvoltura y ligereza de
los zagales, que en todo un día
no pudieron acabar de ganarse el
precio que para los vencedores
estaba puesto; ni en la corrida del
bollo se acabó de determinar cuál
de los tres que llegaron á la par lo
había tocado más presto que los
otros, y en otras dos veces que
tomaron á correr, parecía que
siempre con igualdad habían
llegado.
Filonio.—Bien parece que con
faltar Torcato en estos regocijos y
fiestas, todos los pastores y
mancebos aldeanos pueden tener
presunción que cuando él
presente se hallaba, ninguno
había que con gran parte en
fuerzas y maña le igualase; todas
las joyas y preseas eran suyas,
porque mejor que todos lo
merecía y en tirar á mano ó con
una honda, en saltar y bailar á
todos sobrepujaba, en tañer y
cantar con flauta, rabel y
cherumbela, otro segundo dios
Pan parecía. No había zagala
hermosa en toda la comarca que
por él no se perdiese; todas
deseaban que las amase, y, en
fin, de todas las cosas de buen
pastor á todos los otros pastores
era preferido; mas agora yo no
puedo entender qué enfermedad
le trae tan fatigado y abatido, tan
diferente del que ser solía, que
apenas le conozco cuando le veo
su gesto, que en color blanca con
las mejillas coloradas á la blanca
leche cubierta de algunas hojas
de olorosos claveles semejaba,
agora flaco, amarillo, con ojos
sumidos, más figura de la mesma
muerte que de hombre que tiene

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Negotiation 7th Edition Lewicki Test

Fill in the Blank Questions

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

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

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

True / False Questions

16. Most communication, particularly in negotiation, involves give-and-take dialogue and

Multiple Choice Questions

B. the process by which messages are put into symbolic form.

D. the process by which the receiver reacts to the sender's message.

E. Decoding can be defined as all of the above.

A. shared or common goals between the sender and receiver

B. the elimination of distraction and confusion in the communication environment

C. the avoidance of symbolic communication

D. the congruence or incongruence between multiple transmission channels

34. "Interpretation" can be defined as

A. the process by which the receiver reacts to the sender's message.

E. None of the above define "interpretation."

A. distort communication in negotiation.

C. influence the offers that negotiators make.

E. The presence of feedback can cause all of the above to occur.

36. Define exonerating circumstances.

C. Outcomes can be explained by changing the context.

E. None of the above can define exonerating circumstances.

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

A. positively polarized descriptions of the other party.

D. low verbal diversity.

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.

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

B. leading questions that point toward an answer

E. None of the above are types of manageable questions.

42. 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.

D. collect and diagnose information.

E. Questions can be used for all of the above.

B. the receivers interject responses to keep communicators sending messages.

D. senders may misinterpret acknowledgments as the receiver's agreement with their

E. None of the above occurs in passive listening.

44. Successful reflective responding can be characterized by

A. a greater emphasis on speaking than listening.

B. responding to abstract rather than personal points.

D. suggesting or questioning what the speaker should be thinking or feeling.

E. All of the above are characteristics of reflective responding.

45. Research supports which conclusion about role reversal?

D. Role reversal leads to easier resolutions of conflict, particularly when accurate

E. All of the above conclusions are supported by research.

47. Describe the communication model.

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

52. Define the "information is weakness" effect.

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

56. Define social bandwidth.

Fill in the Blank Questions

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

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

5. A communicator who wishes to convey an emotional appeal may risk message