Business Communication
Question Bank
Course Introduction
Business Communication focuses on the principles and practices of effective communication within a business environment. This course explores various modes of communication, including verbal, nonverbal, written, and digital formats, emphasizing clarity, persuasion, and professionalism. Students will learn to craft emails, reports, presentations, and other business documents, while also developing skills in interpersonal communication, listening, teamwork, and cross-cultural interactions. Through real-world examples and practical exercises, the course prepares students to navigate workplace dynamics, manage conflicts, and create strategic messages that support organizational goals.
Recommended Textbook
The Mind and Heart of the Negotiator 5th Edition by Leigh Thompson
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16 Chapters
779 Verified Questions
779 Flashcards
Source URL: https://quizplus.com/study-set/2161
Page 2
Chapter 1: Negotiation: The Mind and the Heart
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50 Verified Questions
50 Flashcards
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Sample Questions
Q1) What does the increasing interdependence of people,both laterally and hierarchically,within organizations imply?
A) that people need to know how to communicate well in different languages
B) that people need to know how to play different organizational roles
C) that people need to know how to further their interests independently
D) that people need to know how to integrate their interests and work across business units and functional areas
Answer: D
Q2) Can egocentrism be considered the same as self-reinforcing incompetence? Why or why not?
Answer: Egocentrism is the tendency for people to view their experiences in a way that is flattering or fulfilling for them.This is because we tend to overrate our own abilities and think that we are better than our average counterparts.Self-reinforcing incompetence,on the other hand,implies that being blissfully unaware of their own incompetence makes people overlook their limitations.This creates a cycle in which the lack of skill deprives them not only of the ability to produce correct responses but also of the expertise necessary to surmise that they are not producing them.
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Page 3
Chapter 2: Preparation: What to Do Before Negotiation
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54 Verified Questions
54 Flashcards
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Sample Questions
Q1) Though a negotiation blunder,the winner's curse can be remedied in many cases.
A)True
B)False
Answer: False
Q2) Which of the following is a characteristic of BATNA?
A) inflexible
B) unrealistically optimistic
C) spontaneous
D) time sensitive
Answer: D
Q3) The fixed-pie perception is seldom erroneous.
A)True
B)False
Answer: False
Q4) In a negotiation,the person who stands to gain the most by changing the other faction's mind should be the most persuasive.
A)True
B)False Answer: False
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Chapter 3: Distributive Negotiation: Slicing the Pie
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Sample Questions
Q1) Negotiators who focus on their target points do better in terms of slicing the pie but these negotiators do not feel as satisfied as negotiators who focus on their reservation point or BATNA.This is known as the ________.
A) goal-setting paradox
B) chilling effect
C) winner's curse
D) minimal group paradigm
Answer: A
Q2) Negotiations are said to have a mixed-motive nature because ________.
A) negotiators are motivated to maximize the bargaining surplus
B) negotiators find it difficult to determine the other party's reservation point
C) negotiators are motivated to cooperate as well as compete with each other
D) negotiators try to settle the agreement at the central point in the bargaining zone
Answer: C
Q3) Your first offer should not be a range.
A)True
B)False
Answer: True
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5
Chapter 4: Win-Win Negotiation: Expanding the Pie
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Sample Questions
Q1) Negotiators who make multiple equivalent offers enjoy more profitable negotiated outcomes.
A)True
B)False
Q2) Anne is offered a lucrative offer from Katapult Inc.which she is unwilling to give up.The only downside to the offer is that she will be required to travel,which conflicts with her desire to spend time with her family.She tries to negotiate with management so that they make concessions for her.Which of the following satisfies the condition for Anne to reach a win-win agreement with management?
A) Both parties have the same interests and preferences across all the negotiation issues.
B) Both parties adopt an inflexible approach with regard to their terms and conditions.
C) Both parties have different strengths of preference across negotiation issues.
D) Both parties are strictly cautioned not to make side deals or side payments.
Q3) Explain the criteria under which contingency contracts are effective.
Q4) Describe the multiple-offer strategy for negotiations.
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Page 6
Chapter 5: Developing a Negotiating Style
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Sample Questions
Q1) ________ represents a midpoint between aggression and individualism.
A) Altruism
B) Cooperation
C) Masochism
D) Competition
Q2) ________ motivation refers to a person's need to understand his or her world.
A) Epistemic
B) Altruistic
C) Aggressive
D) Individualistic
Q3) A(n)________ negotiator prefers to maximize his or her own gain and is indifferent to how much the other person is getting.
A) cooperative
B) competitive
C) altruistic
D) individualistic
Q4) Discuss the effect of emotional intelligence on negotiated outcomes.
Q5) Conventional arbitration is more effective than the arb-med method.
A)True
B)False
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Chapter 6: Establishing Trust and Building a Relationship
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Sample Questions
Q1) What are the three types of trust relationships people develop with each other?
A) deterrence-based trust, knowledge-based trust, and identification-based trust
B) incentive-based trust, application-based trust, and imperative-based trust
C) encouragement-based trust, isolation-based trust, and responsiveness-based trust
D) ubiquity-based trust, aspiration-based trust, and opinion-based trust
Q2) Whenever informational uncertainty characterizes a relationship,it provides opportunity for greater trust.
A)True
B)False
Q3) The two routes to building trust are the ________ routes.
A) applicative and collaborative
B) preventive and regulative
C) cognitive and affective
D) normative and evaluative
Q4) Merit-based rule is also known as the ________ rule.
A) equality
B) equivalence
C) equity
D) escrow
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Chapter 7: Power,Persuasion,and Ethics
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50 Verified Questions
50 Flashcards
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Sample Questions
Q1) Which of the following is a secondary status characteristic?
A) a person's rank within an organization
B) the number of supervisors in that person's unit
C) a person's ethnicity
D) a person's various titles and degrees
Q2) ________ refers to the impact subtle cues and information in the environment have on our behavior.
A) Social capital
B) Unconscious priming
C) Pseudostatus effect
D) Self-fulfilling prophesy
Q3) Which of the following types of power indicates a negotiator's assessment of each party's potential power,which may or may not square with reality?
A) apparent power
B) perceived power
C) potential power
D) realized power
Q4) Discuss primary and the secondary status characteristics.
Q5) Discuss the door-in-the-face technique of persuasion.
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Chapter 8: Creativity and Problem Solving in Negotiations
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Sample Questions
Q1) The haggling model is based upon the principle of expanding the pie during negotiation.
A)True
B)False
Q2) The fixed-pie perception is the belief that negotiation is a win-or-lose enterprise.
A)True
B)False
Q3) Contingency contracts do not allow negotiators to ascertain the veracity of the other party.
A)True
B)False
Q4) A negotiator weighs the pros and cons of every decision she faces with a view to maximizing her returns.What decision-making model is she resorting to?
A) exploratory research
B) content analysis
C) case study
D) cost-benefit analysis
Q5) Briefly explain the rational problem solving model.
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Chapter 9: Multiple Parties,Coalitions,and Teams
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Sample Questions
Q1) According to the naïve realism principle,people ________.
A) view two options as more dissimilar when evaluating them simultaneously than when evaluating them separately
B) expect others to hold views of the world similar to their own
C) search for or interpret information in a way that confirms their preconceptions
D) rely too heavily on one trait or piece of information when making decisions
Q2) During a multiparty negotiation,the negotiators involved in the negotiation are not able to take a decision.To break the stalemate,they opt for sequential voting.One of the negotiators,Ted,arranges to have his preferred alternatives entered during the later stages of the sequential voting process because he knows that the alternatives that are proposed later,as opposed to earlier,are more likely to survive sequential voting.Which of the following concepts is Ted using?
A) the impossibility theorem
B) the Condorcet paradox
C) the curse of knowledge
D) the framing effect
Q3) Discuss the disadvantages of majority rule.
Q4) What are the advantages of using agents to represent one's interests?
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Chapter 10: Cross-Cultural Negotiation
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Sample Questions
Q1) What is separation?
A) Separation occurs when a group neither maintains its own culture nor contact with the other culture.
B) Separation occurs when a group maintains both its culture and contact with the other culture.
C) Separation occurs when a group does not maintain its culture, but maintains contact with the other culture.
D) Separation occurs when a group maintains its culture, but does not maintain contact with the other culture.
Q2) When does the fundamental attribution error occur?
A) It occurs when people explain the causes of their behavior in regards to other people's behavior.
B) It occurs when people explain the causes of the behavior of others in terms of external factors.
C) It occurs when people explain the causes of their behavior in terms of external factors, not in their control.
D) It occurs when people explain the causes of the behavior of others in terms of their underlying dispositions.
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12
Chapter 11: Tacit Negotiations and Social Dilemmas
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Sample Questions
Q1) Jessica is facing a prisoner's dilemma and she decides to use the tit-for-tat strategy.Which of the following statements is true regarding the outcome?
A) Jessica will always earn less than her opponent.
B) The most Jessica will earn is as much as her opponent.
C) Jessica will always earn more than her opponent.
D) Jessica will defect on the first trial
Q2) Which of the following is a characteristic of a noncooperative negotiation?
A) People know in advance what actions will be taken by others.
B) People negotiate via proposals and counterproposals
C) People usually come to the table voluntarily.
D) The contract is tacit.
Q3) Social dilemmas are riskier than prisoner's dilemmas.
A)True
B)False
Q4) Explain how escalation of commitment can be avoided in a negotiation?
Q5) Public goods dilemmas are also known as collective traps.
A)True
B)False
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Chapter 12: Negotiating Via Information Technology
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Sample Questions
Q1) There is more turn-taking in negotiations conducted via e-mail than in face-to-face negotiations.
A)True
B)False
Q2) The ________ refers to the perception that negotiation is unstable and should be terminated.
A) recency effect
B) conjunction fallacy
C) flaming bias
D) exit bias
Q3) Negotiators interacting through which of the following modes of communication would feel a greater amount of rapport?
A) voice mail
B) videoconference
C) face-to-face communication
D) telephonic conversation
Q4) What are the key challenges to "same time,different place" negotiations?
Q5) Formal numerical documentation conveys the richest information of any medium.
A)True
B)False
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Chapter 13: Are You a Rational Person Check Yourself
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Sample Questions
Q1) Which of the following,according to Nash's theorem,is a property of the unique solution obtained?
A) Unique point maximizes the geometric average of the gains available to people as measured against their reservation points.
B) The agreement point, u, of a negotiation will not satisfy the independence of irrelevant alternatives axiom.
C) The bargaining process might yield outcomes that both people find less desirable than some other feasible outcome.
D) The Pareto-optimality and symmetry axioms are not used to define the agreement points of a symmetrical game.
Q2) Which of the following refers to the set of outcomes corresponding to the entire set of agreements that leaves no portion of the total amount of resources unallocated?
A) Pareto-efficient frontier
B) the Nash solution
C) the uniqueness axiom
D) the symmetric bargaining principle
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Chapter 14: Nonverbal Communication and Lie Detection
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Sample Questions
Q1) Which of the following terms refers to how people hold and orient their body?
A) gesture
B) interpersonal spacing
C) paralinguistic cue
D) posture
Q2) ________ is a social skill having to do with verbal and nonverbal expressiveness.
A) Emotional contagion
B) Self-concordance
C) Charisma
D) Emotional labor
Q3) Which of the following paraverbal cues has the least positive correlation with deception?
A) pitch
B) response latency
C) speech errors
D) message duration
Q4) Differentiate between monitoring-dependent lies and monitoring-independent lies.
Q5) What are the various components of nonverbal communication?
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Chapter 15: Third-Party Intervention
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Sample Questions
Q1) ________ is a style of third-party intervention that involves a substantive contribution by the third party to negotiations by conceiving and proposing new solutions.
A) Facilitation
B) Manipulation
C) Imposition
D) Formulation
Q2) The tendency for disputants to exaggerate their demands and reduce their level of concession making is known as ________.
A) the propinquity effect
B) concision
C) prior restraint
D) the chilling effect
Q3) ________ occurs when disputing parties tend to magnify the differences between themselves and the opposing party or even third parties.
A) False attribution bias
B) Hostile media bias
C) Exaggeration of conflict bias
D) Overconfidence bias
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Page 17
Chapter 16: Negotiating a Job Offer
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26 Verified Questions
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Sample Questions
Q1) Which of the following is a component of protection benefits?
A) stock/equity interest
B) disability insurance
C) bonuses
D) sick and personal days off
Q2) Which of the following is a component of retirement benefits?
A) stock/equity interest
B) wellness programs
C) 401k
D) bonuses
Q3) Write a brief note on BATNAs and their significance in job negotiations.
Q4) Which of the following is classified as a necessary living expense?
A) continuing education
B) taxes
C) recreation and entertainment
D) charity
Q5) Potential job recruits should indicate their BATNAs to employers in order to increase the effectiveness of their negotiations.
A)True
B)False
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