chapter 7

Question 1

define communication

Answer 1

the process of transferring meanings from sender to reciever

Question 2

what are the communication styles for high context and low context cultures?

Answer 2

-high-context cultures: messages often highly coded, implicit, and indirect; voice intonation, timing, facial expressions can play important roles in conveying information

low context cultures: messages are often explicit and speaker says precisely what s/he means; people often meet only to accomplish objectives; they tend to be direct and focused in communications

Question 3

3 degrees of communication

Answer 3

1. elaborating- most popular in high-context cultures with moderate degree of uncertainty avoidance (widely used in Arabic countries)
2. exacting style- focuses on precision and use of the right amount of words to convey message; more common in low-context, low-uncertainty-avoidance cultures (England, Germany)
3. Succinct style- people say few words and allow understatements, pauses, and silence to convey meaning; more common in high-context cultures with considerable uncertainty avoidance

Question 4

contextual style vs. personal style

Answer 4

contextual: focuses on the speaker and the relationship of the parties
personal: focuses on the speaker and the reduction of barriers between parties

Question 5

affective vs instrumental

Answer 5

affective: characterized by language requiring the listener to carefully note what is said and to observe how the message is presented
instrumental: goal oriented and focuses on the sender who clearly lets the other party know what s/he wants the other to know

Question 6

communication flows

Answer 6

downward: from manager to subordinates, high power distance, used to convey orders
upward: from subordinate to superior, purpose to provide feedback, ask questions, obtain assistance

Question 7

define nonverbal communication & what it includes

Answer 7

nonverbal: the transfer of meaning through means such as body language and use of physical space; includes:
- chromatics: use of color to communicate messages; certain colors mean different things in different cultures

• kinesics: study of communication through body movement and facial expression
• proxemics: study of the way people use physical space to convey messages

Question 8

what is chronemics and what are the 2 types?

Answer 8

chronemics is the way time is used in a culture and comes in 2 types:

1. monochronic: things are done in a linear and timely fashion
2. polychronic: people do several things at the same time and place higher value on personal involvement than on getting things done on time

Question 9

Negotiation and its 2 types

Answer 9

negotiation: the process of bargaining with one or more parties for the purpose of arriving at a solution that is acceptable to all; 2 types of negotiation:
1. distributive negotiation: two parties with opposing goals compete over a set value (win-lose)
2. Integrative negotiation: 2 groups integrate interests, create value, invest in the agreement (win-win)

Question 10

negotiation process

Answer 10

1. planning
2. interpersonal relationship building
3. exchanging task-related information
4. persuasion
5. agreement