Communication and Negotiation

Question 1

According to communication theory, what is the primary process by which human life is experienced?

Answer 1

communication

Question 2

communication theory

Organizations are created, maintained and changed through …

Answer 2

communication

Question 3

How do you call communication between two parties at the same level in an organizational hierarchy?

Answer 3

Lateral communication

Question 4

How do you call communication that flows from subordinates to superiors

Answer 4

Upward communication

Question 5

How do you call communication that flows from superiors to subordinates

Answer 5

Downward communication

Question 6

Communication theory as a field

Explain the Metamodel of communication by Craig (1999)

Answer 6

• How we communicate about our experience itself forms
  or makes our experience.
• People’s meanings change from one group to another,
  from one setting to another, and from one time period to
  another because communication itself is dynamic across
  situations

Question 7

What are the implications of the Metamodel of communication?

Answer 7

• Communication is the driving force in our lives and
  our relationships (inside and outside of the workplace)
• Communication is the central activity that creates all
  other forces in society
• Organizations are created, maintained, and
  changed through communication

Question 8

Explain distributive negotiations

Answer 8

One party‘s gain is the other party‘s loss
* Often involves one issue only, e.g. salary
* Compromise as the best solution

Question 9

What are integrative negotiations?

Answer 9

Parties may possess partly compatible interests
* Multiple issues involved
* Often easier to find an agreement

Question 10

What postulates the Cooperations Theory?

Answer 10

Parties differ in the value they attach to own vs. others‘ outcomes

Question 11

What postulates the Dual Concern Theory?

Answer 11

Question 12

What postulates the Motivated Information Processing in Groups (MIP-G) Model?

Answer 12

Negotiators’ behavior depends on their social motivation and epistemic motivation

Question 13

Motivated Information Processing in Groups (MIP-G)

What is meant by social motivation?

Answer 13

pro-self negotiator vs. pro-social negotiator

Question 14

Motivated Information Processing in Groups (MIP-G)

What is meant by epistemic motivation?

Answer 14

willingness to put effort into the solution

Question 15

Motivated Information Processing in Groups (MIP-G)

When does the negotiation will most likely come to an integrative solution?

Answer 15

High pro-social and epistemic motivation
most likely lead to an integrative outcome

Question 16

Planning Phase of a negotiation

What is BATNA?

Answer 16

best alternative to a negotiated agreement

Question 17

Whats the result of having a strong BATNA in a negotation?

Answer 17

less dependency and possibility to walk
away from the negotiation

Question 18

Between what types is being differentiated for possible outcomes of a negotiation?

Answer 18

• Socio-emotional outcomes
• Economic outcomes

Question 19

What are Socio-emotional outcomes in case of negotations?

Answer 19

e.g., satisfaction with the process, relationship with the other
person

Question 20

What are economic outcomes in case of a negotiation?

Answer 20

e.g., salary, sales price

Question 21

What is often more important in negotiations?
* socio-emotional or
* economic outcomes

Answer 21

Socio-emotional outcomes are often even more important than economic outcomes

Question 22

Why does a strong alternative to a negotiated agreement (BATNA) equals higher negotiation power?

Answer 22

• less dependent on the other party
• possibility of more demanding offers and less concessions
• higher individual economic outcome

Question 23

Describe the importance of the first offer

Answer 23

Making a first ambitious offer can increase economic outcomes, but if it is too ambitious it can be counterproductive

Question 24

Softline negotiations, high emotional intelligence and
strong focus on the interpersonal relationship lead to high
____ outcomes but can diminish personal ____

Answer 24

Softline negotiations, high emotional intelligence and
strong focus on the interpersonal relationship lead to high
socio-emotional outcomes but can diminish personal economic outcomes

Question 25

Strategic framing of the first offer can increase ____

Answer 25

Strategic framing of the first offer can increase both
economic and socio-emotional outcomes

Question 26

Given a high level of trust, ____ can lead to an integrative agreement

Answer 26

Given a high level of trust, open exchange of information can lead to an integrative agreement

Question 27

Using a ____, parties with lower levels of trust infer the others interests from their offers and reactions
→ less successful regarding socio-emotional outcomes

Answer 27

Using a heuristic trial and error strategy, parties with lower levels of trust infer the others interests from their offers and reactions
→ less successful regarding socio-emotional outcomes

Question 28

Making multiple equivalent simultaneous offers instead of a single first offer increases ____

Answer 28

Making multiple equivalent simultaneous offers instead of a single first offer increases economic as well as socio-emotional outcomes

Question 29

What is the explanation of “on average, women are less successful negotiators than men”

Answer 29

Behavior according to gender roles, wanting to prevent negative social consequences

Question 30

Why do positions in social networks also play a role for negotiations?

Answer 30

central position gives access to more information, gives the impression of being influential, less dependency on a single relationship

Question 31

What difference in cultures decides whether someone focuses on maintaining a relationship or not?

Answer 31

Members of individualistic cultures focus more on personal outcomes while members of collectivistic cultures focus more on maintaining the relationship

Question 32

What is meant by the grapevine?

Answer 32

informal communication network in an
organization

Question 33

Why is the grapevine important?

Answer 33

The grapevine is vital for maintaining social
relationships among employees, encouraging unity
and commitment to the work group

Question 34

By which three factors are Pattern of communication links that form the grapevine determined?

Answer 34

Question 35

What are the functions of gossip?

Answer 35

1. Getting information
2. Gaining influence
3. Releasing pent-up emotions
4. Providing intellectual stimulation
5. Fostering interpersonal intimacy
6. Maintaining and enforcing group values and norms