Chapter 06 – Communication
Chapter 06
Communication
1. (p. 139) In negotiations, language operates at two levels: the _____________ level (for
proposals or offers) and the _____________ level (for semantics, syntax, and style).
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
3. (p. 140) High levels of _____________ ____________ denote comfort and competence with
language, and low levels denote discomfort, anxiety, or inexperience.
4. (p. 142) Nonverbal communication—done well—may help negotiators achieve better
outcomes through _____________ coordination.
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
6. (p. 145) _____________ questions cause attention, get information and start thinking.
Manageable
