Leadership Chapter Twelve
A person's linguistic style:
is his or her characteristic speaking pattern.
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.
Which one of the following is the farthest removed from the six basic principles of persuasion?
People want what they can have most of.
A symptom of conflict with extremely negative consequences is when an organization:
has departments competing for dominance behind the scenes.
A basic principle of persuasion is:
people like those who like them.
The true object of negotiation is to:
satisfy the underlying interests of both sides.
The _____ style of conflict management is halfway between domination and appeasement.
sharing
Bartering is a form of negotiation in which _____.
the parties exchange goods and services in a manner pleasing both sides
Which of the following examples shows the use of a power-oriented linguistic style?
Janet speaks in a loud and clear voice during team meetings so that everyone can hear her.
Which of the following examples shows a way of overcoming cross-cultural communication barriers?
Richard, the business development head of a company, ensures that he uses straightforward language when talking to international clients.
Which 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
Which of the following communication approaches is the most likely to be helpful in overcoming cross-cultural communication barriers?
Speaking slowly and clearly to people
A useful variation of the collaborative style of conflict management is to:
agree with the person criticizing you.
A major listening problem many leaders face is that they:
are overloaded with responsibilites.
When communicating with people from different cultures, it is important to:
be sensitive to differences in nonverbal communication.
To persuade group members to accept their idea, it is recommended that leaders:
explain the benefits of their proposal.
Bright Inc., a company exporting electrical appliances, fails to deliver a large shipment on time to a customer in a different country due to certain technical problems, In order to avoid embarassment, the officials of Bright Inc. conduct themselves in a dignified manner as they may have to deal with the customer in future. Which of the following aspects of negotiation is seen in the given example?
face saving
Morris, a team manager, needs to write an email to his team members about the targets to be achieved for the year. He decides to write a front-loaded message to convey the necessary information. Hence Morris is most likely to:
place key ideas at the beginning of the email.
Stuart, the director of a company producing electrical appliances, is preparing to address the sales team to appreciate their performance. When preparing his message for the speech, Stuart should ensure that _____.
the message is geared to the listeners
