California State University, Monterey Bay

BUS 636

MODULE 4 Quiz

Readings: Chapter 4

1)An article “What Novices think about Negotiation,” (O’Connor and Adams) shows as one of its findings that, novices tend to plan for a                                                                                      involving incompatible interests.

1. According to Deresky's Chapter 4, the role of the manager
2. According to Deresky's Chapter 4, people in                       cultures expect others to understand unarticulated moods, subtle gestures, and environmental clues that people from                                                 cultures simply do not process.
3. According to Deresky's Chapter 4, Which of the following characteristics is shared by both openness in communication and resilience in communication?
4. In the “Negotiation Dance” article (Adair and Brett) discusses four stages through which a negotiation session seems to evolve. The authors found that both their stages three and four involved structural sequences of persuasive argumentation and reciprocal offers. They go on to observe that it appears that the distinction between the third and fourth quarters [stages] is less in terms of content of communication than in terms of the      of communications.