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 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 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 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