Deck 6: Perception, Cognition, and Emotion

Question 1

Reputation is the impression other people have of a negotiator based on what they assume their future experiences to look like.

Answer 1

False

Question 2

Nonverbal communication-done well-may help negotiators achieve better outcomes through mutual coordination.

Answer 2

True

Question 3

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

Answer 3

False

Question 4

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.

Question 5

Higher levels of trust make negotiations more difficult.

Question 6

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 answers are correct.

Question 7

Role-reversal 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.

Question 8

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.

Question 9

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 behaviours.
D) collect and diagnose information.
E) Questions can be used for all of these objectives.

Question 10

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

Question 11

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

Question 12

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.

Question 13

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

Question 14

Trust is based on the beliefs of a group.

Question 15

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 behaviours
C) failures and distortions in perception, communication, and framing
D) failures and distortions in perception, cognition, and communication
E) None of the answers are correct.

Question 16

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

Question 17

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 answers are correct.

Question 18

Explanations of exonerating 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.

Question 19

Manageable questions cause attention, get information, and start thinking.

Question 20

Face-to-face negotiation encourages greater trust than online negotiation.

Question 21

What three techniques have been proposed for improving communication in negotiation?

Question 22

Describe the two levels on which language operates.

Question 23

Define "reframing explanations."

Question 24

Define social presence.

Question 25

A communicative framework for negotiation is based on what assumptions?

Question 26

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 answers are correct.

Question 27

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

Question 28

Having a BATNA changes which things in a negotiation?

Question 29

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?

Question 30

Why was Jim Balsillie not given an NHL franchise on two separate occasions (Nashville Predators and Phoenix Coyotes)?