Chapter 12
Which one of the following suggestions is least likely to improve cross-cultural communication
emphasize racial or ethnic identification to give people full credit
Which one of the following is the farthest removed from a power-oriented linguistic style
emphasizing indirect talk
When the person sending a message is perceived to be highly credible, he
has a better chance of communicating persuasively
Which of the following communication approaches is the most likely to be helpful in overcoming cross-cultural communication barriers
speaking slowly and clearly
To persuade group members to accept your idea it is recommended that you
take time to build consensus
Luke wants to maintain dialog with group members. When a group member makes a suggestion Luke should say
that is new information for me
To engage fully in communication the leader must
transmit and receive messages
When attempting to resolve conflict between two group members the leader is advised to
use confrontation and problem solving
In terms of leadership and management listening is
a fundamental skill
A useful variation of the collaborative style of conflict management is to
agree with the person criticizing you
A key barrier to cross-cultural communication is to confuse people because they
are members of the same race or ethnic group
A major listening problem many leaders face is that they
are so busy they listen selectively to problems
A master negotiator offers this advice about negotiating
be hard on the problem soft on the people
Materials handling manager Mary Ann wants to use the technique making the rounds so she
casually drops by the cubicles of her direct reports to chat
A symptom of conflict with extremely negative consequences is when an organization
competes more passionately with itself than with the competition
In cross-cultural relations an attitude of highest respect is to communicate the belief that another person's culture is
different but not inferior to yours
Business jargon used in appropriate doses is useful in
establishing rapport with group members
A person's linguistic style
is het characteristic speaking pattern
Front-loading your messages refers to the communication technique of
placing the most important part of your message first
In contrast to conventional wisdom another perspective about negotiation is to
search for the value in the difference between the two sides
The purpose of integrative bargaining is to
search for win-win solutions to conflict
Department head matt wants the department members to be convinced of the merits of a new procedure, so he gets a well-liked worker to promote the new procedure. Matt is using the persuasion principle known as
social proof
Which of the following communication techniques is the most likely to make you appear powerful
speak loudly
To project an image of self-confidence and leadership when using time a person is best advised to
guard time as a precious resource
Anecdotes are particularly useful in persuading group members about the
importance of organizational values
Listening skills are particularly important when the negotiator wants to
investigate what the other side wants
Team leader Steve wants to observe first hand the problems and progress within his group. Which of the following techniques would most likely suit his purpose
making the rounds
A stereotype of difference in negotiation style noted between Americans and negotiators in other countries is that Americans are more likely to
move quickly toward a resolution of the problem
A basic principle of persuasion is
people like those who like them
Which of the following is the farthest removed from the six basic principles of persuasion?
people want what they can have most of
