Communication Skills
Question Bank
Course Introduction
Communication Skills is a foundational course designed to develop students' abilities to interact effectively in various personal, academic, and professional contexts. The course covers key topics such as verbal and nonverbal communication, active listening, public speaking, group communication, and effective writing strategies. Through practical exercises, discussions, and presentations, students will strengthen their capacity to convey ideas clearly, collaborate with others, and adapt their communication style to diverse audiences. Emphasis is placed on overcoming communication barriers, providing constructive feedback, and utilizing digital communication tools responsibly. By the end of the course, students will be equipped with essential skills to enhance their interpersonal and professional relationships.
Recommended Textbook
Essentials of Negotiation 6th Edition by Roy J Lewicki
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774 Flashcards
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Chapter 1: The Nature of Negotiation
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Sample Questions
Q1) What are tangible and intangible factors in negotiation?
Answer: Tangible factors include quantifiable items,such as the price,terms of agreement,etc.By intangible factors,we are referring to the deeper psychological motivations that may directly or indirectly influence the parties during the negotiation.
Q2) Parties pursuing one of the following strategies show little interest or concern in whether they attain their own outcomes,and do not show much concern about whether the other party obtains his or her outcomes.Which of the ones listed below?
A)Contending
B)Compromising
C)Problem solving
D)Yielding
E)None of the abovE.
Answer: E
Q3) Define "zero-sum" situation.
Answer: Individuals are so linked together that there is a negative correlation between their goal attainments.
Q4) What does BATNA stand for?
Answer: Best alternative to a negotiated agreement.
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3
Chapter 2: Strategy and Tactics of Distributive Bargaining
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Sample Questions
Q1) The first step for a negotiator completing a distributive bargaining negotiation is to obtain information about the other party's outcome values and resistance points.
A)True
B)False
Answer: False
Q2) ____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.
Answer: Alternatives
Q3) ____________ ____________ is a conflict situation wherein parties seek their own advantage through tactics including concealing information,attempting to mislead or using manipulative actions.
True / False Questions
Answer: Distributive bargaining
Q4) What are the three ways to manipulate the costs of delay in negotiation?
Answer: (1)Plan disruptive action; (2)ally with outsiders; (3)manipulate the scheduling of negotiations.
Q5) Define selective presentation.
Answer: Negotiators reveal only the facts necessary to support their case.
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Chapter 3: Strategy and Tactics of Integrative Negotiation
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Sample Questions
Q1) Which of the following factors does not contribute to the development of trust between negotiators?
A)We are more likely to trust someone we perceive as similar to us or as holding a positive attitude toward us.
B)We often mistrust people who are dependent upon us because we are in a position to help or hurt them.
C)We are more likely to trust people who initiate cooperative,trusting behavior.
D)We are more likely to trust negotiators who make concessions.
E)All of the above contribute to the development of trust between negotiators.
Answer: B
Q2) A common goal is one in which all parties share the result equally. A)True
B)False
Answer: True
Q3) As a problem is defined jointly,it should accurately reflect both parties'_____________ and __________.
Answer: needs,priorities
Q4) _________ interests are related to how the negotiations unfold.
Answer: Process
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Chapter 4: Negotiation: Strategy and Planning
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Sample Questions
Q1) Define bargaining mix.
Q2) A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the ____________ outcomes at stake in this negotiation,and how much concern does the negotiator have for the current and future quality of the ____________ with the other party?
Q3) The decision to negotiate is closely related to the desirability of ____________
Q4) Define goal.
Q5) What strategic negotiation purposes can be served by avoidance?
Q6) Why is it important for goals to be concrete,specific and measurable?
Q7) The pursuit of only a singular,substantive goal often tends to support the choice of a competitive strategy.
A)True
B)False
Q8) A competitive strategy would be appropriate when the relationship outcome is relatively more important to the strategizer than the substantive outcome. A)True B)False
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Chapter 5: Perception,cognition,and Emotion
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Sample Questions
Q1) The frames of those who hear or interpret communication may create biases of their own.
A)True
B)False
Q2) How do multiple agenda items operate to shape issue development?
Q3) Negotiations in which the outcomes are ____________ framed tend to produce fewer concessions,reach fewer agreements,and perceive outcomes as less fair.
Q4) How does projection occur?
Q5) Frames are important in negotiation because disputes are often nebulous and open to different interpretations.
A)True
B)False
Q6) Parties are likely to assume a particular frame because of one factor.
A)True
B)False
Q7) Parties who focus on ____________ in a dispute are often able to find ways to resolve that dispute.
Q8) Frames shape what the parties define as the ____________ ____________ and how they talk about them.
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Chapter 6: Communication
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Sample Questions
Q1) In negotiations,language operates at two levels: the _____________ level (for proposals or offers)and the _____________ level (for semantics,syntax,and style).
Q2) 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.
A)True
B)False
Q3) What three main techniques are available for improving communication in negotiation?
Q4) Define the "information is weakness" effect.
Q5) _____________ ____________ involves receiving a message while providing no feedback to the sender about the accuracy or completeness of reception.
Q6) What are the five linguistic dimensions of making threats?
Q7) A communicative framework for negotiation is based on what assumptions?
Q8) Some nonverbal acts,called attending behaviors,are particularly important in connecting with another person during a coordinated interaction like negotiation.Why?
Q9) Having a BATNA changes which things in a negotiation?
Page 8
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Chapter 7: Finding and Using Negotiation Power
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Sample Questions
Q1) The third type of relational power also comes from ____________ in an organizational structure,but not necessarily a hierarchical structure.
Q2) Expert power is derived from the ability to assemble and organize information to support the desired position,arguments,or outcomes.
A)True
B)False
Q3) The effective use of power requires a sensitive and deft touch,and its consequences may not vary greatly from one person to the next.
A)True
B)False
Q4) In his book Managing with Power,Jeffrey Pfeffer illustrated how powerful political and corporate figures build empires founded on ____________ __________.
Q5) Seeking power in negotiation usually arises from one of which two perceptions?
Q6) Within the context of negotiation,____________ is the most common source of power.
Q7) Define legitimate power.
Q8) Describe the concept of individual differences in "power motive."
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Chapter 8: Ethics in Negotiation
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Sample Questions
Q1) Considering the categories of marginally ethical negotiating tactics,what is the difference between misrepresentation and misrepresentation to opponent's networks?
Q2) Only one of the approaches to ethical reasoning has as its central tenet that actions are more right if they promote more happiness,more wrong as they produce unhappiness.Which approach applies?
A)End-result ethics.
B)Duty ethics.
C)Social context ethics.
D)Personalistic ethics.
E)Reasoning ethics.
Q3) The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator's ______________ in the bargaining environment.
Q4) How does Carr argue that strategy in business is analogous to strategy in a game of poker?
Q5) What is the purpose of using marginally ethical ambiguous negotiating tactics?
Q6) ____________ can be defined as individual and personal views for deciding what is right and wrong.
Q7) What is/are the risks associated with frequent use of the self-serving process?
Page 10
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Chapter 9: Relationships in Negotiation
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Sample Questions
Q1) What does Salacuse say is the importance of prenegotiation?
Q2) In relationship negotiations,parties should never make concessions on substantive issues to preserve or enhance the relationship.
A)True
B)False
Q3) What two questions should be asked when arriving at an impasse?
Q4) In relationship negotiation,the resolution of simple distributive issues can have what effects on future decisions?
Q5) When some groups are discriminated against,disfranchised,or systematically given poorer salaries or working conditions,the parties may be more concerned about specific procedural elements and less concerned that the overall system may be biased or discriminatory in its treatment of certain groups and their concerns.
A)True
B)False
Q6) Negotiations occur in a rich and complex social context that has a significant impact on how the parties interact and how the process evolves.
A)True
B)False
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Chapter 10: Multiple Parties and Teams
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Sample Questions
Q1) Schwartz suggests that four key problem-solving steps occur during the agreement phase.What are the four steps?
Q2) One pointer on how to chair a multiparty negotiation effectively is to encourage people to express interests,mirror them back,and encourage people to identify not only what they want,but also why they want it.
A)True
B)False
Q3) Most of the complexities in multiparty negotiations will increase linearly,if not exponentially,as more parties,constituencies,and audiences are added.
A)True
B)False
Q4) How can members of coalitions exert greater strength in multiparty negotiations?
Q5) The drawback,of course,is that many group members may be satisfied with the first solution-either because it already incorporates their views or because the difficulty of achieving it may sap their ____________ for exerting any time and energy to improve it.
Q6) What challenge does the increased number of negotiators in a multiparty negotiation present?
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Chapter 11: International and Cross-Cultural Negotiation
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Sample Questions
Q1) The term ____________ refers to the shared values and beliefs of a group of people.
Q2) The "culture-as-shared-values" approach has advantages over the "culture-as-dialectic" approach because it can explain variations within cultures.
A)True
B)False
Q3) What factors indicate that negotiators should not make large modifications to their approach when they negotiate across borders?
Q4) What consequences do negotiators from high uncertainty-avoidance cultures bring to negotiations?
A)Negotiators will strongly depend on cultivating and sustaining a long-term relationship.
B)Negotiators may be more likely to "swap" negotiators,using whatever short-term criteria seem appropriate.
C)Negotiators may need to seek approval from their supervisors more frequently.
D)Negotiators may not be comfortable with ambiguous situations and may be more likely to seek stable rules and procedures when they negotiate.
E)All of the above are consequences of high uncertainty avoidance cultures.
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Page 13
Chapter 12: Best Practices in Negotiations
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Sample Questions
Q1) Getting the other party to reveal why he or she is sticking so strongly to a given point is an example of which of the following practices?
A)Remember the intangibles
B)Actively manage coalitions
C)Savor and protect your reputation
D)Remember that rationality and fairness is relative
E)Master the key paradoxes
Q2) Negotiators who take the time to pause and reflect on their negotiations will find that they continue to refine their skills,and that they remain sharp and focused for their _____________ negotiations.
True / False Questions
Q3) Negotiators can illuminate definitions of _____________ that the other party holds and engage in a dialogue to reach consensus on which standards of _____________ apply in a given situation.
Q4) While negotiations do follow broad stages,they also _____________ and _____________ at irregular rates.
Q5) Why do negotiators need to manage the paradox between sticking with their prepared strategy and pursuing a new opportunity that arises during the process?
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