Organizational Leadership BA 205 - Chapter 12

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

"That's new information for me."

A master negotiator offers this advice about negotiating:

Be hard on the problem, soft on the people.

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

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

People want what they can have most of.

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

Speak loudly.

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

Speaking slowly and clearly

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.

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

different than but not inferior to yours.

Business jargon used in appropriate doses is useful in

establishing rapport with group members.

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

has a better chance of communicating persuasively.

Listening skills are particularly important when the negotiator wants to

investigate what the other side wants.

A person's linguistic style

is his or her 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.

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 promoted the new procedure. Matt is using the persuasion principle known as

social proof.

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

take the time to build consensus.

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

use confrontation and problem solving.