Hynes, Managerial Communication 7e
SAGE Publishing, 2019
Chapter 14: Negotiating
Test Bank
Multiple Choice
1. Women put themselves at a disadvantage during negotiations when they ______.
A. wait for someone to praise them
B. compare their performance to others
C. use networking and relationships as leverage
D. try to preserve goodwill
2. To develop a negotiation strategy systematically, one must analyze ______.
A. time
B. environment
C. channel
D. all of these
3. In order to truly understand the opponents while negotiating, one must ______.
A. agree with their message
B. do most of the talking
C. listen carefully
D. feel sympathy for the opponents
4. Which statement is false?
A. Feelings of tension are always part of negotiations.
B. To project confidence, roll up your shirt sleeves and loosen your collar.
C. Gaining a sense of the other party’s culture is a key for success.
D. Enter negotiations knowing what is reasonable to expect.
Hynes, Managerial Communication 7e
SAGE Publishing, 2019
5. Which idea about LAO and MSO is true?
A. The LAO is relatively difficult to find.
B. The MSO is easily calculable.
C. Reversing opinion on the MSO during negotiations is acceptable.
D. The LAO should be set to prevent a loss.
6. Which tactic is NOT wise to employ during negotiations?
A. forbearance
B. take the offense when under attack
C. use the clock
D. do not reveal the true deadline
7. Research studies showed which of the following seating arrangements to be the most
effective configuration in competitive relationships?
A. sitting side by side at a square table
B. sitting side by side at a round table
C. sitting at right angles
D. sitting face-to-face
8. Which type of question should you ask if you want a particular answer in the
negotiation process?
A. rhetorical
B. leading
C. open ended
D. either-or
Hynes, Managerial Communication 7e
SAGE Publishing, 2019
9. Which type of question in the negotiation process is asked to draw attention or create
an effect?
A. rhetorical
B. bipolar
C. shotgun
D. leading
10. Which is NOT a successful strategy when avoiding an answer in negotiations?
A. Ask for clarification: The opponent may reveal the answer sought.
B. Answer a different question or ask a question of your own: The opponent may be
diverted.
C. Make a long speech: The opponent may become confused.
D. Give a positive response to a negative question: The opponent will find less fault.
11. Which of the following is NOT a valid purpose for questions during negotiations?
A. arousing attention
B. obtaining information
C. discouraging thinking
D. clarifying
12. Written media as a negotiation can be used to ______.
A. establish goodwill
B. defuse emotions
C. lend credibility to the writer
D. all of these
Hynes, Managerial Communication 7e
SAGE Publishing, 2019
13. Which of the following is a core strategy that can assist in combining aspects of
communication?
A. fait accompli
B. bluff
C. blocking
D. both fait accompli and bluff are correct
14. The strategy used to create illusions without the use of lies or outright
misrepresentation is known as ______.
A. stacking
B. fait accompli
C. surprise
D. bluff
15. Which strategy is used to attach one idea to the other?
A. fait accompli
B. stacking
C. building blocks
D. bluff
16. Which strategy has a serious drawback because it gives the impression of limited
power?
A. compromise
B. screen
C. take it or leave it
D. final offer
Hynes, Managerial Communication 7e
SAGE Publishing, 2019
17. When negotiating, which factors must be kept in balance?
A. the relationship, the goal, and the organization
B. the past, the present, and the future
C. the methods, the tactics, and the strategy
D. all of these are correct
18. In terms of the conflict resolution strategies described in Chapter 13, what is
negotiation?
A. win-win
B. win-lose
C. lose-lose
D. none of these
19. Which of the following is a universal guideline when answering questions during
negotiation?
A. Never answer until the question is fully understood.
B. Take time to think through your answer.
C. Answer a question with a question.
D. both never answer until the question is fully understood and take time to think through
your answer are correct choices
20. Which conflict resolution strategy is closest to negotiation?
A. forcing
B. avoiding
C. problem solving
D. compromising
21. Which layer of the strategic communication model is relevant to negotiation?
Hynes, Managerial Communication 7e
SAGE Publishing, 2019
A. the first layer
B. the second layer
C. the third layer
D. all of these are correct
22. The furthest point from the LAO that the negotiator can reasonably justify is called
the ______.
A. MSO
B. BATNA
C. SRO
D. MAO
23. When should a manager decide on a BATNA?
A. during the negotiation
B. prior to the negotiation
C. only after the negotiation has failed
D. a skilled negotiator does not need a BATNA
24. When is the best time to initiate a negotiation?
A. first thing in the morning
B. at the end of the work day
C. when you have the most power and your adversary is the weakest
D. none of these
25. Which is the best location for a negotiation?
A. your home ground
B. your adversary’s home ground
C. a neutral territory
Hynes, Managerial Communication 7e
SAGE Publishing, 2019
D. Location is not a factor in negotiation
True/False
1. Negotiation is an integral skill for managers.
2. When one or both parties see a situation as one in which one party will lose or gain
something in exchange for the other party’s loss or gain, a negotiation strategy is best.
3. Research indicates that managers are less frequently involved in third-party
negotiations.
4. Negotiation can have a broader application than as a means to an end in that it is a
relational process.
5. It might be appropriate to make concessions during negotiations in order to preserve
the working relationship.
Hynes, Managerial Communication 7e
SAGE Publishing, 2019
6. Since negotiation tactics differ from culture to culture, both national and organizational
culture must be considered when negotiating.
7. Managers will have more power in the negotiation process if they appear less
confident than the other party.
8. The purpose of the negotiation process is to maximize your advantage.
9. The maximum acceptable outcome and the least supportable outcome are guideposts
for negotiations that should be considered flexible.
10. BATNA and LAO are essentially the same.
11. Time constraints are irrelevant in negotiations.
12. The environment is important when negotiating because it impacts the amount of
control each party may exercise over the physical site arrangements as well as the
psychological climate in which the exchange occurs.
Hynes, Managerial Communication 7e
SAGE Publishing, 2019
13. Side-by-side seating indicates cooperation, while face-to-face seating indicates
competition.
14. Nonverbal behavior is the predominant form of communication in negotiation.
15. In the United States, the accepted practice in negotiations is to begin with a general
conversation on neutral topics.
16. Negotiators are expected to make an equal number of concessions in negotiations
as their opponents do.
17. The letter of intent is a common tool employed either before or after negotiation.
18. Written correspondence can soothe an emotional situation because documents tend
to be less emotional than face-to-face interaction.
Hynes, Managerial Communication 7e
SAGE Publishing, 2019
19. Research indicates that in the U.S. men initiate negotiations 4 times more often than
women do.
20. When negotiating, managers should never use surprise as a core strategy.
Short Answer
1. Define MSO and LAO in a negotiation. Give an example of each.
2. Define BATNA in a negotiation. Give an example.
3. What is the best way to arrange the conference room or office in which negotiations
are to take place? Consider not only furniture arrangement but also the distance
between items.
Hynes, Managerial Communication 7e
SAGE Publishing, 2019
4. Describe the connection between negotiation and networking as discussed in the
chapter.