Communication Studies
Exam Materials
Course Introduction
Communication Studies explores the processes, theories, and contexts through which people create, transmit, interpret, and respond to messages across various platforms and cultural landscapes. This course examines foundational communication models, interpersonal dynamics, group decision-making, public speaking, media influence, and the impact of digital technologies on human interaction. Through critical analysis and practical application, students will develop skills in effective verbal and nonverbal communication, argumentation, and message design, preparing them for personal, academic, and professional success in an increasingly connected and diverse global environment.
Recommended Textbook
Essentials of Negotiation 6th Edition by Roy J Lewicki
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12 Chapters
774 Verified Questions
774 Flashcards
Source URL: https://quizplus.com/study-set/3163
Page 2
Chapter 1: The Nature of Negotiation
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79 Verified Questions
79 Flashcards
Source URL: https://quizplus.com/quiz/62620
Sample Questions
Q1) ____________ ____________ is analyzed as it affects the ability of the group to make decisions,work productively,resolve its differences,and continue to achieve its goals effectively.
Answer: Intragroup conflict
Q2) When one party accepts a change in his or her position,a ____________ has been made.
Answer: concession
Q3) 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
Q4) Define "zero-sum" situation.
Answer: Individuals are so linked together that there is a negative correlation between their goal attainments.
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Chapter 2: Strategy and Tactics of Distributive Bargaining
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96 Verified Questions
96 Flashcards
Source URL: https://quizplus.com/quiz/167436
Sample Questions
Q1) Discuss the importance of reciprocating (or not reciprocating)concessions.
Answer: Concession making indicates an acknowledgment of the other party and a movement toward the other's position.It implies a recognition of that position and its legitimacy.If the other party does not reciprocate,the concession maker may appear to be weaker by having given up something and received nothing in return.If the giver has made a major concession on a significant point,it is expected that the return offer will be on the same item or one of similar weight and somewhat comparable magnitude.To make an additional concession when none has been received (or when what was given was inadequate)can imply weakness and can squander valuable maneuvering room.
Q2) What negative effect can be caused by using trivial items as distractions or magnifying minor issues?
Answer: The other person may become aware of this maneuver and concede on the minor points,thereby gaining the right to demand equally generous concessions on the central points.
Q3) List several information sources one can use to indirectly assess the other party's resistance point.
Answer: Making direct observations,consulting readily available documents and publications,talking to knowledgeable experts.
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4
Chapter 3: Strategy and Tactics of Integrative Negotiation
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/167437
Sample Questions
Q1) Successful ____________ requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions;instead,they are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs.
Answer: bridging
Q2) What two approaches can be used to generate alternative solutions?
Answer: Redefine,recast,or reframe the problem so as to create win-win alternatives out of what earlier appeared to be a win-lose problem;and taking the problem as given and creating a long list of alternative options from which they can choose a particular option.
Q3) What are the preconditions necessary for the integrative negotiation process?
Answer: The presence of a common goal,faith in one's own problem-solving ability,a belief in the validity of the other's position,the motivation and commitment to work together,trust,clear and accurate communication,and an understanding of how to approach an integrative negotiation process.
Q4) For integrative negotiation to succeed,the parties must be motivated to ____________ rather than to compete.
Answer: collaborate
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5
Chapter 4: Negotiation: Strategy and Planning
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/62617
Sample Questions
Q1) What specific steps are entailed in effective planning?
Q2) Context issues (e.g. ,history of the relationship)can affect negotiation.
A)True
B)False
Q3) A ____________ ____________ is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.
Q4) Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?
A)What agenda should we follow?
B)Where should we negotiate?
C)What is the time period of the negotiation?
D)What might be done if negotiation fails?
E)How will we keep track of what is agreed to?
Q5) What are the most critical precursors for achieving negotiation objectives?
Q6) What are the three types of goals?
Q7) What information do we need about the other party to prepare effectively?
Page 6
Q8) Why may bargainers want to consider "giving away something for nothing?"
Q9) Define Relationship building,a key step in an ideal negotiation.
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Page 7
Chapter 5: Perception,cognition,and Emotion
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71 Verified Questions
71 Flashcards
Source URL: https://quizplus.com/quiz/62616
Sample Questions
Q1) One of the most important aspects of framing as issue development is the process of reframing,or the manner in which the thrust,tone,and focus of a conversation change as the parties engage in it.Reframing is or occurs:
A)the way parties challenge each other,as they present their own case or refute the other's.
B)a dynamic process that may occur many times in a conversation.
C)when using metaphors,analogies,or specific cases to illustrate a point.
D)and may be used intentionally by one side or the other.
E)all of the above apply to reframing as parties often propose new ways to approach a problem.
Q2) Explain "irrational escalation of commitment."
Q3) Negative emotions may lead parties to
A)more integrative processes
B)escalate the conflict
C)promote persistence
D)define the situation as integrative
E)more integrative outcomes
Q4) What role do frames play in the way they are constructed so that bargainers define problems and courses of action jointly through their talk?
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Chapter 6: Communication
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35 Verified Questions
35 Flashcards
Source URL: https://quizplus.com/quiz/62615
Sample Questions
Q1) 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
Q2) In negotiations,language operates at two levels: the _____________ level (for proposals or offers)and the _____________ level (for semantics,syntax,and style).
Q3) Manageable questions cause difficulty,give information,and bring the discussion to a false conclusion.
Multiple Choice Questions
A)True
B)False
Q4) Having a BATNA changes which things in a negotiation?
Q5) 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.
A)True
B)False
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Chapter 7: Finding and Using Negotiation Power
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52 Verified Questions
52 Flashcards
Source URL: https://quizplus.com/quiz/167441
Sample Questions
Q1) Negotiators who don't care about their power or who have matched power - equally high or low - will find that their deliberations proceed with greater ease and simplicity toward a mutually satisfying and acceptable outcome.
A)True
B)False
Q2) If power is based on personality and individual differences,the personality traits will affect how individuals acquire and use power.
A)True
B)False
Q3) If enough people begin to distrust the authority or discredit its legitimacy,they will begin to defy it and thereby undermine its potential as a source of power.
A)True
B)False
Q4) Within the context of negotiation,____________ is the most common source of power.
Q5) State the "relational" definition of power as defined by Deutsch.
Q6) Describe the concept of individual differences in "power motive."
Q7) How can the use of threats be effective?
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Chapter 8: Ethics in Negotiation
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51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/62613
Sample Questions
Q1) Some people continue to believe that they can tell by looking into someone's face if that person is inclined to be dishonest or truthful on a regular basis.What could study participants tell by photographs of aging men and women?
Q2) "Calling" the tactic indicates to the other side that you know he is ____________ or __________.
Q3) Misrepresentation by omission is defined as actually lying about the common value issue.
A)True
B)False
Q4) The purpose of using ethically ambiguous negotiating tactics is to increase the negotiator's ______________ in the bargaining environment.
Q5) The rightness of an action is determined by considering obligations to apply universal standards and principles is the definition of end-result ethics.
A)True B)False
Q6) When a negotiator has used a tactic that may produce a reaction the negotiator must prepare to ____________ the tactic's use.
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Page 11
Chapter 9: Relationships in Negotiation
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51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/62612
Sample Questions
Q1) Which of the following parameters shapes our understanding of relationship negotiation strategy and tactics?
A)Negotiating within relationships takes place at a single point in time.
B)Negotiation in relationships is only about the issue.
C)Negotiating within relationships may never end.
D)Parties never make concessions on substantive issues.
E)All of the above parameters shape our understanding of relationship negotiation strategy and tactics.
Q2) Jeswald Salacuse suggests which rule for negotiating a relationship?
A)Minimize the prenegotiation stage of the relationship
B)Recognize a long-term business deal as a continuing negotiation
C)Eliminate the need for mediation or conciliation
D)End all discussions when the contract is signed
E)Salacuse suggests all of the above rules for negotiating a relationship.
Q3) Which type of justice is about the process of determining outcomes?
A)Distributive
B)Interactive
C)Procedural
D)Systemic
E)None of the abovE.
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Chapter 10: Multiple Parties and Teams
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51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/62611
Sample Questions
Q1) In what ways do multiparty negotiations differ from two-party deliberations?
Q2) The chairman should listen for the emergence of the " _____________ coalition" among key members.
Q3) During the information management phase of multiparty negotiations,____________ norms reflect the way the group engages in sharing and evaluating the information that is introduced.
Q4) There are three ways in which the complexity increases as five or more parties simultaneously engage in negotiation.
A)True
B)False
Q5) In the Connect Model and the Requirements for Building a Relationship,what does the "t" stand for?
A)Toss it!
B)Try it!
C)Time it!
D)Track it!
E)Trash it!
Q6) Multiparty negotiations can be greatly facilitated by the presence of a ____________ chairperson.
Page 13
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Chapter 11: International and Cross-Cultural Negotiation
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76 Verified Questions
76 Flashcards
Source URL: https://quizplus.com/quiz/62610
Sample Questions
Q1) In group-oriented cultures
A)the individual comes before the group's needs.
B)decisions are primarily made by senior executives.
C)decision making is an efficient,streamlined process.
D)negotiators may be faced with a series of discussions over the same issues and materials with many different people.
E)All of the above occur in group-oriented cultures.
Q2) What is the "culture-in-context" approach to using culture to understand global negotiation?
Q3) Countries differ in the extent to which the government regulates ____________ and organizations.
Q4) Phatak and Habib define external stakeholders as:
Q5) Which of the following is an immediate context factor in cross-cultural negotiations?
A)External stakeholders
B)Instability
C)International economic factors
D)Relationship between negotiators
E)All of the above are immediate context factors in cross-cultural negotiations.
Q6) How does the nature of agreements vary between cultures?
Page 14
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Chapter 12: Best Practices in Negotiations
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32 Verified Questions
32 Flashcards
Source URL: https://quizplus.com/quiz/62609
Sample Questions
Q1) Excellent negotiators understand that negotiation embodies a set of _____________ seemingly contradictory elements that actually occur together.
Q2) Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn.
A)preparation
B)cooperation
C)communication
D)process
E)innovation
Q3) Negotiation is an integral part of daily life and the opportunities to negotiate surround us.
A)True
B)False
Q4) Integrative skills are called for in the value claiming stage and distributive skills are useful in value creation.
A)True
B)False
Q5) Why is the BATNA an important source of power in a negotiation?
Q6) Why is preparation so important for negotiators?
Page 15
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