CMU Academic Year: 20092010

HU 127Human Communication Lecturer: NORNG SOKHA

WORKSHEET CHAPTER 6
I. KEY TERMS Match each of the following key terms with its definition on the right. 1. Underresponsiveness 2. Semantic focus A. Making statements that attribute to another persons feelings, thoughts, or motives that he or she does not acknowledge. B. A competitive tactic in communication in which a confrontational person makes requests, demands, threats, or arguments for a given behavior change in another person, with the goal of helping to resolve conflict. C. Changing your requirements within the course of a negotiation D. Involves limiting the subject at issue. E. Where on party tries to use aggression or power to beat the other party in a conflict situation. F. An approach to negotiation in which an issue is decided on the basis of its merits rather than by taking positions and trying to get the other parties to change their positions G. Putting off an agreement in a negotiation. H. When the other party is not responding to your communication efforts. I. Giving in to the other party in a conflict situation. J. An attempt to avoid a conflict in which a person focuses on what is being said and then makes statements about what the words mean or how to characterize the ongoing conflict.

3. Postponement 4. Presumptive attribution 5. Prescription 6. Appeasement 7. Qualification 8. Shifting 9. Competition 10. Principled negotiation

II. MULTIPLE CHOICES Choose the best option among each of the following alternatives. 1. Conflict is A) to be avoided because of its destructive nature. B) expressed openly in all cultures. C) a natural part of human relationships. D) a situation that should be resolved as quickly as possible. 2. Which of these is NOT a necessary component of conflict? A) The two parties must be interdependent. B) The two parties may have different perceptions of the situation. C) The two parties must be from different cultures. D) The struggle needs to be expressed. 3. Intrapersonal conflict A) is within the person and has no effect on interpersonal conflict. B) is within the person but not expressed. C) may result in interpersonal conflict only when it is expressed. D) is described by all of the above statements. 4. The type of conflict most often seen on "reality" TV shows is A) intrapersonal. B) interpersonal. C) intragroup. D) intergroup. 5. Which of the following is not a style of conflict resolution in the Kilmann-Thomas model of conflict resolution? 1

CMU Academic Year: 20092010

HU 127Human Communication Lecturer: NORNG SOKHA

A) assertiveness B) compromising C) accommodating D) collaborating 6. Denial, shifting, semantic focus, and postponement are examples of the style of conflict resolution known as A) avoidance. B) competition. C) assertion. D) collaborating. 7. Which of the following is not a tactic of a competitive style? A) shifting B) prescription C) threats D) presumptive attribution 8. Which statement about compromise as a tactic for conflict resolution is FALSE? A) The trade-off must be mutually acceptable. B) Sometimes neither party is really satisfied. C) Sometimes it may hinder the development of a more creative solution. D) It is usually just a short-term strategy. 9. Collaboration is most successful when A) a supportive climate is established. B) both parties are equally committed to using this style. C) descriptive rather than evaluative statements are made. D) all of the above contribute to the success of the process. 10. The statement "Go ahead and do it your way; I don't want to fight about this," is a good example of which style of conflict resolution? A) collaboration B) competition C) accommodation D) avoidance 11. In Walker and Harris' model for the negotiation process, which is the correct order of steps? A) Analyze, plan, organize. B) Plan, organize, analyze. C) Gain control, analyze, plan. D) Gain control, plan, organize. 12. The draft agenda A) is an effective way to close negotiations. B) can help in the analysis stage of negotiations. C) enables negotiators to gain and maintain control. D) is the basic component of the planning stage. 13. When beginning a negotiation process, which of the following assumptions is counter-productive? A) A win-lose philosophy is most beneficial in the long run. B) Many issues are potentially negotiable. C) Both parties have needs that should be considered. D) Meanings and standards may vary. 14. Which of these is not an aspect of principled negotiation as developed by Fisher? A) Agree on meanings and standards. B) Separate people from the problem. C) Focus on interests, not positions. D) Use objective criteria. 15. The statement "Let me see if I understand what you are saying" would be effectively used A) in principled negotiation. B) as a means of maintaining control in negotiation. C) as a way of determining mutual needs. D) to verify that assumptions are shared by both parties. 2

CMU Academic Year: 20092010

HU 127Human Communication Lecturer: NORNG SOKHA

16. Conflict occurs only if the goals of two parties are perceived as incompatible. A) True B) False 17. The type of conflict most often seen on televised news is intergroup conflict. A) True B) False 18. An advantage of avoiding conflict is that the issue will frequently resolve itself over time. A) True B) False 19. In the accommodation style of conflict resolution one party will suppress or deny his needs in order to maintain harmony. A) True B) False 20. A draft agenda is a helpful way to gain and maintain control of negotiations. A) True B) False III. ESSAY QUESTIONS 1. Discuss the important elements in this definition. 2. Define and discuss the four levels of conflict. 3. Identify and discuss the six-step process in negotiation. 4. Identify and discuss five assumptions of successful negotiation. 5. Define principled negotiation, and discuss four primary rules of thumb. 6. Identify and discuss five techniques of principled negotiation.