chapter 12

c. guard time as a precious resource.

13. To project an image of self-confidence and leadership when using time, a person is best advised to

c. Making the rounds

17. 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?

b. Be hard on the problem, soft on the people.

29. A master negotiator offers this advice about negotiating:

c. is his or her characteristic speaking pattern.

6. A person's linguistic style

a. Emphasizing indirect talk

8. Which one of the following is the farthest removed from a power-oriented linguistic style?

d. social proof.

12. Department head Matt wants the department members to be convinced of the merits of a new procedure, so he gets a well-liked worker promoted to the new procedure. Matt is using the persuasion principle known as

d. a fundamental skill.

14. In terms of leadership and management, listening is

a. are so busy, they listen selectively to problems.

15. A major listening problem many leaders face is that they

a. casually drops by the cubicles of her direct reports to chat.

16. Materials handling manager Mary Ann wants to use the technique making the rounds, so she

b. has a better chance of communicating persuasively.

2. When the person sending a message is perceived to be highly credible, he or she

c. Emphasize racial or ethnic identification to give people full credit.

20. Which one of the following suggestions is least likely to improve cross-cultural communication?

d. importance of organizational values.

4. Anecdotes are particularly useful in persuading group members about the

b. establishing rapport with group members.

7. Business jargon used in appropriate doses is useful in

b. different than but not inferior to yours.

18. In cross-cultural relations, an attitude of highest respect is to communicate the belief that another person's culture is

b. Speaking slowly and clearly

19. Which one of the following communication approaches is the most likely to be helpful in overcoming cross-cultural communication barriers?

a. competes more passionately with itself than with the competition.

22. A symptom of conflict with extremely negative consequences is when an organization

c. agree with the person criticizing you.

23. A useful variation of the collaborative style of conflict management is to

d. search for win-win solutions to conflict.

25. The purpose of integrative bargaining is to

c. search for the value in the difference between the two sides.

27. In contrast to conventional wisdom, another perspective about negotiation is to

c. "That's new information for me."

30. Luke wants to maintain dialog with group members. When a group member makes suggestions, Luke should say,

d. Speak loudly.

9. Which one of the following communication techniques is the most likely to make you appear powerful?

a. take the time to build consensus.

3. To persuade group members to accept your idea, it is recommended that you

a. investigate what the other side wants.

26. Listening skills are particularly important when the negotiator wants to

d. move quickly toward a resolution of the problem.

28. A stereotype of difference in negotiation style noted between Americans and negotiators in other countries is that Americans are more likely to

b. are members of the same race or ethnic group.

21. A key barrier to cross-cultural communication is to confuse people because they

b. use confrontation and problem solving.

24. When attempting to resolve conflict between two group members, the leader is advised to

a. placing the most important part of your message first.

5. Front-loading your messages refers to the communication technique of

d. transmit and receive messages.

1. To engage fully in communication, the leader must

c. people like those who like them.

10. A basic principle of persuasion is

b. People want what they can have most of.

11. Which one of the following is the farthest removed from the six basic principles of persuasion?