Negotiation

Chapter 7 Communication in Negotiation

True/False

1. Communication is the basis upon which negotiation processes occur.

Answer: True

2. The impact of an individual’s perceptions, experiences, and abilities on the communication process is inconsequential.

Answer: False

3. In a negotiation it is generally better to provide negative information in writing.

Answer: False

4. Negotiators who are more shy and passive might choose not to question or confront the other party in a face-to-face negotiation.

Answer: True

5. Research has found that electronic communication increases interpersonal skill differences between negotiations because individuals have time and opportunity to think about others’ messages and compose and revise their own.

Answer: False

6. Having more information doesn’t necessarily lead to better negotiation outcomes.

Answer: True

7. When presenting a complex proposal you should not give the other party time to formulate clarifying questions.

Answer: False

8. Noise can occur when a person who is negotiating a work schedule with a co-worker is thinking about their child’s soccer practice.

Answer: True

9. Virtual negotiation is any negotiation where the parties are not talking to each other.

Answer: False

10.

Although time and money are saved when negotiating virtually, there are a number of challenges to overcome.

Answer: True

Multiple Choice

11. Barriers to communication may be related to the ______.

A. environment

B. receiver

C. sender

D. all of the above

Answer: D. all of the above

12. Which of the following types of listening is crucial for effective negotiations?

A. active

B. integrative

C. nonverbal

D. passive

Answer: A. active

13. What percent of all communication is nonverbal?

A. Less than 50%

B. Between 60 and 70%

C. Between 80 and 90%

D. More than 90%

Answer: D. More than 90%

14.

The communication process begins when the sender decides that a message needs to be...