Chapter 16: Strategic Communications & Negotiation

Question 1

The orchestration and/or synchronization of actions, images, and words to achieve a desired effect

Answer 1

Strategic Communication

Question 2

Explain Strategic Communications importance to leaders

Answer 2

W/o it, the mission can’t be accomplished and the vision can’t be conveyed

Question 3

Leadership-Driven
Credible
Understanding
Dialogue
Pervasive
Unity of Effort
Results-Based

Answer 3

The 9 principles of Strategic Communication

Question 4

SC Principle: Leaders must drive and decisively engage in the communication process

Answer 4

Leadership-Driven

Question 5

Perception of truthfulness and respect between all parties

Answer 5

Credible

Question 6

SC Principle: Deep comprehension of others

Answer 6

Understanding

Question 7

Multi-faceted exchange of ideas to promote understanding and build relationships

Answer 7

Dialogue

Question 8

Every action, image, and word sends a message

Answer 8

Pervasive

Question 9

SC Principle: Integrated and coordinated, vertically and horizontally

Answer 9

Unity of Effort

Question 10

SC Principle: Tied to the desired end state

Answer 10

Results-based

Question 11

All communication comes with inherent ___

Answer 11

Risk

Question 12

All interactions between two or more points of view

Answer 12

Negotiation

Question 13

It’s possible to negotiate with yourself.

Answer 13

TRUE

Question 14

1. Autonomy
2. Appreciation
3. Affiliation
4. Status
5. Having fulfilling roles & responsibilities

Answer 14

The 5 Core Concerns in creating disputes and finding resolution

Question 15

What is the most important element of effective negotiation?

Answer 15

Preparation, preparation, preparation

Question 16

A communication process through which people with conflicting interests determine how they are going to allocate resources or work together in the future

Answer 16

Negotiation

Question 17

In what deal do two people negotiate over a single issue (often cost of item)? Refers to the way in which resources will be distributed

Answer 17

Distributive deal

Question 18

What deal seeks to expand the resources by meeting the parties’ interests?

Answer 18

Integrative deal

Question 19

Distributive deals work well when ___ and ___ are well-defined

Answer 19

Positions, interests

Question 20

Integrative deals requires trust and willingness to reveal

Answer 20

More rather than less

Question 21

Why are integrative deals more difficult when negotiating across cultures?

Answer 21

Because they focus on NEED rather than COMMODITIES

Question 22

Complex set of learned behaviors, beliefs, values, and assumptions - contains objective and obvious aspects, and subjective and hidden aspects

Answer 22

Culture

Question 23

Economic, social, political, legal, religious environments that affect negotiations

Answer 23

Institutions

Question 24

A communication skill that uses neutrally toned to positively-toned language to reduce tension and increase understanding

Answer 24

Reframing

Question 25

The human ability to use our unconscious to find patterns in situations and behavior, based on very narrow sliced of experience

Answer 25

Thin-slicing

Question 26

Cultural pattern that tells it like it is, preferring face-to-face, statistics, and appeals to reason

Answer 26

Direct Cultural patterns

Question 27

Cultural pattern that prefers indirect persuasion and sharing feelings; relies less on reason, more on third-party intermediaries, and focuses on reparing relationships

Answer 27

Indirect Cultural Patterns

Question 28

Cultural Pattern in which displaying emotion is accepted and valued; perceives being reserved or calming people down as insincere; can accept humor as a way to reduce tension

Answer 28

Emotionally Expressive Cultural Patterns

Question 29

Cultural Pattern in which strong feelings tend to be suppressed, use subtle displays of emotion to convey feelings, and prize maintenance of calm demeanor when facing danger/emotion

Answer 29

Emotionally Restrained Cultural Patterns

Question 30

This conflict style prefers to talk through problems and present facts and figures logically; can be expeditious, but may seem overly cold and calculating

Answer 30

Discussion style

Question 31

This conflict style prefers verbal directness and wearing their hearts on their sleeves; comfortable sharing feelings; may make people uncomfortable

Answer 31

Engagement style

Question 32

This conflict style is emotionally restrained and relies on context, ambiguity, metaphor, and 3rd party intervention; emotional discomfort is hidden; direct styles may suffer mind-blindess when first interacting

Answer 32

Accommodation style

Question 33

This conflict style uses indirect messages but with more emotional intensity; relies on strategic hyperbole, repetition of one's position, ambiguity, story, metaphors, humor, and 3rd party intermediaries

Answer 33

Dynamic Style

Question 34

What are the DEAD Conflict Styles?

Answer 34

Discussion, Engagement, Accommodation, Dynamic

Question 35

What are the four affective skills (PRIO) that are key to thoughtful negotiation and conflict resolution?

Answer 35

Patience, Respect, Interest, Openness

Question 36

Diplomatic action to prevent disputes from escalating into conflicts and to limit the spread of the latter when they occur

Answer 36

Preventive diplomacy

Question 37

Which track of diplomacy involves ongoing, formal negotiations between official representatives of nation states to resolve or prevent conflicts?

Answer 37

Track One Diplomacy

Question 38

Which track of diplomacy involved more subtle social assistance by professional NGOs or persons to ease tensions between nation states?

Answer 38

Track Two Diplomacy

Question 39

Which track of diplomacy involves creative educational efforts to teach conflict analysis, management, and prevention to students around the globe?

Answer 39

Track Three Diplomacy

Question 40

1. Focus on Interests, not Positions 2. Separate the People from the Problem 3. Invent Options for Mutual Gains 5. Learn how to Talk, so people will Listen

Answer 40

The 4 Core Principles of Preventive Diplomacy

Question 41

Bargaining in which the negotiating parties focus on reconciling their interests rather than their positions or differences

Answer 41

Principled/Integrative Bargaining

Question 42

A pejorative for a legitimate function - communication - how leaders and countries explain themselves and their policies to the world

Answer 42

Spin

Question 43

Government reaching out to a public or polity to explain its cultures, values, policies, beliefs, and to improve its relationship, image, and reputation with that country

Answer 43

Public diplomacy

Question 44

What power relies on the use or possible use of military or economic strength to achieve its ends, often used in traditional diplomacy?

Answer 44

Hard Power

Question 45

What kind of power relies on cultural, political, educational, and economic forces, often used in public diplomacy?

Answer 45

Soft Power