Leadership Chapter Twelve

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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 te​am 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


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