Most commonly negotiators employ Tactics designed to gain power equalization as a way to level the playing field, which minimizes either side's ability to dominate the negotiation, which should lead to a_________,______,_____.

Most commonly negotiators employ Tactics designed to gain power equalization as a way to level the playing field, which minimizes either side's ability to dominate the negotiation, which should lead to a_________,______,_____.

Answer: compromising, collaborative, integrative agreement

Research supports which conclusion about role reversal?

Research supports which conclusion about role reversal?

A) Role reversal is effective in producing cognitive changes but not attitude changes.
B) When parties' positions are fundamentally compatible with one another, role reversal is likely to produce better results.
C) When parties' positions are fundamentally incompatible; role reversal may dull the perceptions of incompatibility.
D) Role reversal leads to easier resolutions of conflict, particularly when accurate communication reveals a fundamental incompatibility in the positions of the two sides.
E) All of the above conclusions are supported by research.


Answer: B

Successful reflective responding can be characterized by

Successful reflective responding can be characterized by

A) a greater emphasis on speaking than listening.
B) responding to abstract rather than personal points.
C) following the other rather than leading him or her into areas that the listener thinks should be explored.
D) suggesting or questioning what the speaker should be thinking or feeling.
E) All of the above are characteristics of reflective responding.


Answer: C

In passive listening

In passive listening

A) the receivers restate or paraphrase the sender's message in their own language.
B) the receivers interject responses to keep communicators sending messages.
C) the receiver provides no feedback to the sender about the accuracy or completeness of reception.
D) senders may misinterpret acknowledgments as the receiver's agreement with their position, rather than that they are simply receiving the message.
E) None of the above occurs in passive listening.


Answer: C