Management Communication Test Preparation
Course Introduction
Management Communication focuses on the principles and practices essential for effective communication within organizations and among management professionals. The course covers topics such as strategic message development, interpersonal and group communication, negotiation, conflict resolution, and the use of digital tools in the workplace. Emphasis is placed on oral and written communication skills, including report writing, presentations, and professional correspondence. Through case studies, simulations, and practical assignments, students learn to tailor messages for diverse stakeholders, enhance leadership presence, and facilitate clear, persuasive, and ethical communication in managerial contexts.
Recommended Textbook Negotiation Readings Exercises and Cases 6th Edition by Roy Lewicki
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20 Chapters
1095 Verified Questions
1095 Flashcards
Source URL: https://quizplus.com/study-set/2137
Page 2
Chapter 1: The Nature of Negotiation
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60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/42556
Sample Questions
Q1) In intragroup conflict,
A) sources of conflict can include ideas, thoughts, emotions, values, predispositions, or drives that are in conflict with each other.
B) conflict occurs between individual people.
C) conflict affects the ability of the group to resolve differences and continue to achieve its goals effectively.
D) conflict is quite intricate because of the large number of people involved and possible interactions between them.
E) None of the above describes intragroup conflict.
Answer: C
Q2) To most people the words "bargaining" and "negotiation" are
A) mutually exclusive.
B) interchangeable.
C) not related.
D) interdependent.
E) None of the above.
Answer: B
Q3) Negotiating parties always negotiate by ____________.
Answer: choice
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Page 3
Chapter 2: Strategy and Tactics of Distributive Bargaining
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/42557
Sample Questions
Q1) Define calculated incompetence.
Answer: The negotiating agent is not given all of the necessary information, making it impossible for information to be leaked.
Q2) Central to planning the strategy and tactics for distributive bargaining is effectively locating the other party's ____________ ____________.
Answer: resistance point
Q3) A commitment statement should have a
A) low degree of finality.
B) high degree of specificity.
C) an indefinite statement of consequences.
D) a high degree of emotionality.
E) None of the above should be included in a commitment statement.
Answer: B
Q4) Most hardball tactics are designed to either ____________ the appearance of the bargaining position of the person using the tactic or to ____________ ____________ the appearance of the options available to the other party.
Answer: enhance, detract from
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4
Chapter 3: Strategy and Tactics of Integrative Negotiation
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/162843
Sample Questions
Q1) Effective ____________ exchange promotes the development of good integrative solutions.
Answer: information
Q2) Integrative negotiation solutions should be judged on two major criteria: how ____________ they are, and how ____________ they will be to those who have to implement them.
Answer: good, acceptable
Q3) Which of the following is not an element of integrative negotiations?
A) a focus on commonalties
B) an attempt to address positions
C) a required exchange of information and ideas
D) the use of objective criteria for standards of performance
E) All of the above are elements of integrative negotiations.
Answer: B
Q4) How can personal preferences get in the way of integrative negotiations?
Answer: When parties are engaged in conflict, they tend to become evaluative and judgmental. They view their own actions, strategies, and preferences in a positive light and the other party's actions, strategies, and preferences in a negative light. Such evaluative judgments can get in the way of clear and dispassionate thinking
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Chapter 4: Negotiation Strategy and Planning
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/42559
Sample Questions
Q1) ____________ are the points where you decide that you should stop the negotiation rather than continue, because any settlement beyond this point is not minimally acceptable.
Q2) Which one of the following is as much a win-lose strategy as competition, although it has a decidedly different image?
A) collaboration
B) avoidance
C) engagement
D) accommodation
Q3) 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?
Q4) What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?
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Chapter 5: Perception, Cognition, and Emotion
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60 Verified Questions
60 Flashcards
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Sample Questions
Q1) ____________ can also occur as one party uses metaphors, analogies, or specific cases to illustrate a point.
Q2) The availability of information bias operates with which of the following statements?
A) when negotiators sometimes maintain commitment to a course of action even when that commitment constitutes irrational behavior on their part.
B) when thorough preparation, along with the use of a devil's advocate or reality check, can help prevent errors.
C) when information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options.
D) when the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true
E) when the tendency will often lead to a self-fulfilling prophecy, as follows: People who expect to be treated in a distributive manner will (1) be more likely to perceive the other party's behavior as distributive, and (2) treat the other party in a more distributive manner
Q3) How do multiple agenda items operate to shape issue development?
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Page 7
Chapter 6: Communication
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45 Verified Questions
45 Flashcards
Source URL: https://quizplus.com/quiz/42561
Sample Questions
Q1) According to Pinkley and her colleagues, having a BATNA changes which things in a negotiation?
Q2) Define exonerating circumstances.
A) Negotiators suggest that they had no choice in taking the positions they did.
B) Negotiators explain their positions from a broader perspective, suggesting that while their current position may appear negative it derives from positive motives.
C) Outcomes can be explained by changing the context.
D) Negotiators who use multiple explanations are more likely to have better outcomes.
E) None of the above can define exonerating circumstances.
Q3) In negotiations, language operates at two levels: the _____________ level (for proposals or offers) and the _____________ level (for semantics, syntax, and style).
Q4) _____________ questions cause attention, get information and start thinking.
Q5) How does communication pervade the negotiation process according to Putnam and Poole?
Q6) One of the most common techniques for clarifying communication and eliminating noise and distortion is the use of _____________.
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Chapter 7: Finding and Using Negotiation Power
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45 Verified Questions
45 Flashcards
Source URL: https://quizplus.com/quiz/167442
Sample Questions
Q1) Resources are more useful as instruments of power to the extent they are highly valued be participants in the negotiation. Which of the following is not a resource of organizational context?
A) Money, in its various forms.
B) Supplies, in form of materials, components, parts.
C) Human capital in available labor supply, staff, temporary help.
D) Critical services, in repairs, upkeep, technical support.
E) Stress, in imposing deadlines, increasing workloads,
Q2) State the "relational" definition of power as defined by Deutsch.
Q3) Tactics designed to create power equalization are often employed as a way to
A) gain advantage in a distributive bargaining situation.
B) block the other's power moves.
C) level the playing field.
D) diminish the expert power of the other party.
E) Tactics designed to create power equalization are often employed to accomplish all of the above.
Q4) How can centrality in network be determined?
Q5) The hands of the unskilled, power can be dramatically ____________.
Q6) Do compliance strategies result in long-term or short-term persuasion? Why?
Q7) If power is in the eye of the beholder, then how is power effective?
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Chapter 8: Influence
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60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/42562
Sample Questions
Q1) Which of the following statements about source credibility is true?
A) The stronger the perceived qualifications and expertise on the subject matter, the lower the credibility.
B) People appear more or less credible because of their "presence."
C) Trustworthiness, and how qualified the person appears to be, are less powerful characteristics in determining our perception of another's credibility than the type of person the source is.
D) When meeting others they don't know, people generally tend to evaluate them negatively rather than positively.
E) All of the above statements about source credibility are true.
Q2) What questions do people ask themselves when determining how much to believe another person?
Q3) One of the most effective ways of getting people to stand firm on a position is to have them make a ____________ ____________ to that position.
Q4) Explain how ingratiation helps a negotiator.
Q5) Keeping in mind the Intention to Persuade, is it better for the negotiator to come across as a huckster or poised and polished? Explain.
Q6) ____________ means repeating in our own words what someone else has said.
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Chapter 9: Ethics in Negotiation
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/42554
Sample Questions
Q1) Negotiators were more likely to make more deceptive arguments, negotiate for a longer period of time, and make fewer concessions to the counterpart they previously experienced as ____________ compared to one who had been ____________.
Q2) What actions can a negotiator take to respond to the other party's distributive tactics or "dirty tricks?"
Q3) "Calling" the tactic indicates to the other side that you know he is ____________ or ____________.
Q4) If you are aware that the other party is bluffing or lying, simply ______________ it, especially if the deception concerns a relatively minor aspect of the negotiation
Q5) The ____________ of a negotiator can clearly affect the tendency to use deceptive tactics.
Q6) Define "social contract ethics."
Q7) What is the purpose of using marginally ethical ambiguous negotiating tactics?
Q8) Misrepresentation by ____________ is defined as failing to disclose information which would benefit the other.
Q9) Asking questions can reveal a great deal of information, some of which the negotiator may intentionally leave ____________.
Page 11
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Chapter 10: Relationships in Negotiation
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60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/42563
Sample Questions
Q1) Because relationship negotiations are never over,
A) parties generally tackle negotiations over tough issues first in order to "get off on the right foot."
B) it is often impossible to anticipate the future and negotiate everything "up front."
C) issues on which parties truly disagree will go away with the conclusion of the negotiation.
D) parties should never make concessions on substantive issues.
E) All of the above are consequences of relationship negotiations.
Q2) What role does trust play in an online negotiation?
Q3) 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.
Q4) Describe an equality matching relationship.
Q5) Distributive issues within ____________ negotiations can be emotionally hot.
Q6) What are Lewicki and Wiethoff's two types of trust?
Q7) Distributive justice is about the distribution of ____________.
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Chapter 11: Agents, Constituencies, Audiences
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60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/42564
Sample Questions
Q1) Anyone who has ever played a "friendly" game of tennis, golf, basketball, or touch football with some competitive friends will recognize that much of the banter, teasing, and verbal harassment that occurs is designed to undermine the opponent's ____________ or to challenge him or her to play better.
Q2) Negotiators can increase the possibility of concessions by:
Q3) Negotiators with constituencies are involved in what two different relationships?
Q4) Team members may agree to play a special ____________ in negotiation, but they may also shift into another ____________ as the negotiation evolves.
Q5) How can a constituency be used tactically to show support for a bargaining position?
Q6) How can a concern for reputations create a problem for agents?
Q7) The ____________ play an integral role by serving as both an audience themselves and as a communication vehicle to reach other audiences.
Q8) The basic dilemma for a negotiator acting as an agent in a relationship negotiation is to determine how he or she can satisfy both his or her constituency's demands for ____________ and the other party's demand for ____________.
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Chapter 12: Coalitions
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45 Verified Questions
45 Flashcards
Source URL: https://quizplus.com/quiz/42565
Sample Questions
Q1) The "strength-is-weakness" dynamic in coalitions states that
A) coalition founders will go to those who are the weakest for support.
B) the weakest members may need to be in the coalition the most.
C) the weakest members will demand the least payoff from joining the coalition.
D) the weakest members may hold power in the coalition.
E) The "strength is weakness" dynamic in coalitions states all of the above.
Q2) What are the properties of a coalition?
Q3) The "joining threshold" is
A) the total number of people who can join a specific coalition.
B) the level where a minimum number of people have joined a coalition and others begin to join because they recognize that their current friends and associates are already members.
C) the minimum number of people required for a coalition to be successful.
D) the level at which a new member must "pay" in order to join the coalition.
E) None of the above defines the joining threshold.
Q4) What is the strength in weakness argument?
Q5) ____________ coalitions are emergent interest groups that have not yet formed into an operating coalition.
Q6) According to Murnighan, "When anyone will do, interchangeability favors those who appear ____________."
Page 14
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Chapter 13: Multiple Parties and Teams
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45 Verified Questions
45 Flashcards
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Sample Questions
Q1) What is the "illusion of consensus?"
Q2) Differences are what make multiparty negotiations more complex, challenging, and ____________ to manage.
Q3) Considering the many attributes of an effective group, under which one of the following would you find a need to fully explain or define key words or language that may be part of the agreement?
A) Test assumptions and inferences.
B) Focus on interests, not positions.
C) Disagree openly with any member of the group.
D) Agree on the meaning of important words.
E) Keep the discussion focused.
Q4) Multiparty negotiations have more ____________ at the table.
Q5) In a competitive negotiation, parties are likely to use information ____________-sharing very little with other parties, while attempting to gain much information from others
Q6) Schwartz suggests that four key problem-solving steps occur during the agreement phase. What are the four steps?
Q7) In what ways do multiparty negotiations differ from two-party deliberations?
Q8) During the information management phase, what is the role of "guards?"
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Chapter 14: Individual Differences I: Gender and Negotiation
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30 Verified Questions
30 Flashcards
Source URL: https://quizplus.com/quiz/42567
Sample Questions
Q1) Sex differences in negotiation performance have been found to result from gender ____________ about male and female ability and behavior.
Q2) According to Kolb and Coolidge, during a negotiation women tend to A) use dialogue to convince the other party that their position is correct.
B) demarcate negotiating from other behaviors that occur in the relationship. C) seek empowerment when there is interaction among all parties in the relationship.
D) use power to achieve their own goals.
E) All of the above.
Q3) Men and women may receive different treatment and outcomes during negotiations according to research on salary negotiations. Explain the differences.
Q4) Empirical research would suggest that men and women conceive of ____________ in different ways, communicate differently in negotiation, and are treated differently in negotiation
A)True
B)False
Q5) The search for gender ____________ is the most researched individual difference topic in negotiation.
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Page 16
Chapter 15: Individual Differences 2: Personality and Abilities
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36 Verified Questions
36 Flashcards
Source URL: https://quizplus.com/quiz/42568
Sample Questions
Q1) The ability to understand the other person's ____________ will be more likely to help find an agreement that satisfies the other party.
Q2) What is the implicit assumption underlying research into the behavioral approach?
Q3) What is the difference between high self-monitors and low self-monitors?
Q4) Gist, Stevens and Bavetta suggest that people higher in self-efficacy were more likely to set ____________ goals before a negotiation.
Q5) Rackham's study found that during pre-negotiation planning, superior negotiators
A) considered a sole outcome option for the issue being discussed, and held firm to this ultimatum throughout the negotiation.
B) spent very little time looking for areas of common ground.
C) focused on the short-term consequences of different issues.
D) prepared their goals around fixed points.
E) None of the above.
Q6) What are the five major conflict management styles that Thomas' research identified?
Q7) List characteristics of Machiavellianism .
Q8) How do scholars feel about the overall importance of dispositions?
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Chapter 16: International and Cross-Cultural Negotiation
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60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/42569
Sample Questions
Q1) In the "culture-as-shared-value" approach, cross-cultural comparisons are made by finding the important ____________ and ____________ that distinguish one culture from another.
Q2) The term ____________ refers to the shared values and beliefs of a group of people.
Q3) There are six factors identified by Salacuse in the environmental context that make international negotiations more challenging than domestic negotiations they are: political and legal pluralism, international economics, foreign governments and bureaucracies, instability, ideology, and ____________.
Q4) Negotiators faced with unstable circumstances should include ____________ in their contracts that allow for easy cancellation or neutral arbitration.
Q5) One approach of negotiators who have very low familiarity with the other party's culture is to hire an ____________ who is familiar with the cultures of both parties.
Q6) What is the main challenge for every global negotiator?
Q7) What is the most frequently studied aspect of international negotiations?
Q8) Weiss observes that a negotiator may be able to choose among which culturally responsive strategies when negotiating with someone from another culture?
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Chapter 17: Managing Negotiation Impasses
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60 Verified Questions
60 Flashcards
Source URL: https://quizplus.com/quiz/42570
Sample Questions
Q1) Like role reversal, ____________ is a method for gaining insight into the other party's perspective.
Q2) What is the purpose of role reversal?
Q3) Schneider suggests what options for handling offensive behavior?
A) ignoring it, confronting it, deflecting it, engaging it
B) ignoring it, manipulating it, responding in kind, engaging it
C) manipulating it, confronting it, responding in kind, engaging it
D) confronting it, deflecting it, responding in kind, engaging it
E) Schneider suggests none of the above options for handling offensive behavior.
Q4) The "blindness of involvement" inhibits the development of ____________ and the ____________ process.
Q5) Which of the following approaches can be used to de-escalate conflict by establishing commonalties or focusing on common objectives?
A) responding in kind
B) confronting offensive behavior
C) imaging
D) establishing superordinate goals
E) None of the above can be used to de-escalate conflict by establishing commonalties or focusing on common objectives.
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Chapter 18: Managing Difficult Negotiations
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30 Verified Questions
30 Flashcards
Source URL: https://quizplus.com/quiz/42571
Sample Questions
Q1) In Ury's strategy for managing difficult negotiations, he sees five challenges: 1) don't react, 2) disarm them, 3) change the game, 4) make it easy for them to say yes, and 5)
A) strike back.
B) reject the offer.
C) give in.
D) make it hard to say no.
E) break off negotiations.
Q2) Weeks suggests that there are three important elements to the successful management of difficult conversations: clarity, tone and ____________ phrasing.
A)True
B)False
Q3) One goal of negotiators should be to ensure the ____________ application of integrative negotiating under appropriate circumstances in order to produce better agreements.
Q4) Too strict an adherence to a ____________ point may deprive a negotiator of creativity and flexibility, which are critical components to the design of an integrative arrangement.
Q5) What are the three types of power moves?
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Chapter 19: Third-Party Approaches to Managing Difficult Negotiations
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75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/42572
Sample Questions
Q1) What is the role of a mediator in a situation where the resistance points of the two sides don't overlap?
Q2) ____________ is defined as "a set of activities on the part of the consultant that helps the client to perceive, understand, and act upon the process events which occur in the client's environment."
Q3) In ADR, a ____________ is typically charged with being "a confidential and informed information resource, communication channel, complaint-handler, and a person who helps an organization work for change."
Q4) ____________ typically involves a structured process in which disputing parties have relatively free rein to present their stories, while the arbitrators decide the outcome, often imposing a resolution on the disputants.
A)True
B)False
Q5) What are negotiated ADR systems?
Q6) What is the general process of arbitration?
Q7) Carnevale and Conlon suggest that mediator bias has what two forms?
Page 21
Q8) The inaction mediation strategy has what level of concern for aspirations and what perception of common ground?
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Chapter 20: Best Practices in Negotiations
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24 Verified Questions
24 Flashcards
Source URL: https://quizplus.com/quiz/42573
Sample Questions
Q1) While negotiations do follow broad stages, they also _____________ and _____________ at irregular rates.
Q2) Why is preparation so important for negotiators?
Q3) 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.
A)True
B)False
Q4) Why do negotiators need to manage the paradox between sticking with their prepared strategy and pursuing a new opportunity that arises during the process?
Q5) While some people may look like born negotiators, negotiation is fundamentally a skill involving ____________ and _____________ that everyone can learn.
Q6) Why is the BATNA an important source of power in a negotiation?
Q7) What are the three things that negotiators can do to manage the perceptions of fairness and rationality proactively?
Q8) Why is a negotiator like an athlete?
Q9) Negotiators who are better prepared have numerous _____________.
Page 22
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