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Chapter 07
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
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.
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
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.
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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.
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11. Researcher Thompson and her colleagues 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.
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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.
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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.
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.
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15. High levels of language intensity are used to convey strong feelings in the recipient, while low
intensity conveys weak feelings.
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16. A negotiator's choice of words may only signal a position; it may never shape or predict it.
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18. Define exonerating circumstances.
19. Which of the following is not one of the five linguistic dimensions of making threats?
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20. Gibbons, Bradac, and Busch suggest that threats can be made more credible and more
compelling by using
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21. What are the most dominant contributors to breakdowns and failures in negotiation?
22. Questions can be used to
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23. Which of the following are types of manageable questions?
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24. In passive listening
25. A communication framework for negotiation is based on what assumptions?
26. Having a BATNA changes which things in a negotiation?
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?
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?
35. As negotiations come to a close, what are the two key aspects of communication and
negotiation that negotiators must attend to simultaneously?
