Negotiation Readings Exercises and Cases 7th Edition Lewicki Solutions Manualinstant download
Negotiation Readings Exercises and Cases 7th Edition Lewicki Solutions Manualinstant download
https://testbankfan.com/product/negotiation-readings-exercises-
and-cases-7th-edition-lewicki-solutions-manual/
We believe these products will be a great fit for you. Click
the link to download now, or visit testbankfan.com
to discover even more!
https://testbankfan.com/product/negotiation-readings-exercises-
and-cases-6th-edition-lewicki-test-bank/
https://testbankfan.com/product/negotiation-7th-edition-lewicki-
solutions-manual/
https://testbankfan.com/product/negotiation-7th-edition-lewicki-
test-bank/
https://testbankfan.com/product/algebra-and-trigonometry-graphs-
and-models-5th-edition-bittinger-solutions-manual/
Psychology 4th Edition Wade Test Bank
https://testbankfan.com/product/psychology-4th-edition-wade-test-
bank/
https://testbankfan.com/product/elementary-linear-algebra-8th-
edition-larson-test-bank/
https://testbankfan.com/product/understanding-your-college-
experience-2nd-edition-gardner-test-bank/
https://testbankfan.com/product/principles-of-cost-
accounting-17th-edition-vanderbeck-test-bank/
https://testbankfan.com/product/operations-management-processes-
and-supply-chains-10th-edition-krajewski-test-bank/
Advertising and Integrated Brand Promotion 7th Edition
OGuinn Solutions Manual
https://testbankfan.com/product/advertising-and-integrated-brand-
promotion-7th-edition-oguinn-solutions-manual/
Questionnaire
6
COMMUNICATION
COMPETENCE
*
NEGOTIATION
7e
LEWICKI
▪
BARRY
▪
SAUNDERS
Objectives
This
questionnaire
is
designed
to
help
respondents
diagnose
their
level
of
communication
competence.
Communication
competence
is
a
broad
construct
that
refers
to
the
ability
to
accurately
assess
situations
and
other
people
and
respond
to
them
in
ways
that
allow
the
party
to
get
what
they
want,
while
still
complying
with
rules
and
social
expectations.
Changes
from
6th
Edition:
None
RECOMMENDED
READING
ASSIGNMENTS
TO
ACCOMPANY
THIS
EXERCISE:
Reader:
2.4
Negotiating
with
Emotion;
2.9
Harnessing
the
Science
of
Persuasion;
2.10
The
Six
Channels
of
Persuasion;
4.1
Women
Don’t
Ask;
4.3
Becoming
a
Master
Negotiator;
4.4
Should
You
Be
A
Negotiator?
Text:
7
(Communication);
15
(Personality
and
Abilities
in
Negotiation)
Essentials:
7
(Communication)
Operational
Needs
Group
Size
No
constraints.
Can
be
done
with
any
size
group.
Time
Required
About
10
minutes
to
complete
the
questionnaire,
5-‐10
minutes
to
score,
30-‐60
minutes
to
discuss
and
debrief.
Special
Materials
Student
manual
has
copies
of
the
questionnaire,
scoring
key
is
printed
as
an
Appendix
to
this
IM
copy.
Physical
Requirements
None
Advance
Preparation
Questionnaire
may
be
completed
by
students
in
advance
or
in
the
classroom.
Scoring
may
also
take
place
in
advance
or
in
the
classroom.
The
Instructor
should
be
familiar
with
the
structure
of
the
questionnaire
and
be
able
to
answer
questions
about
the
scales
and
their
meaning.
Read
the
Debriefing
the
Exercise
section
of
this
note
and/or
the
resources
noted
at
the
end
of
this
note.
Operating
Procedures
1. Have
students
complete
the
questionnaire
in
class
or
for
homework.
2. Photocopy
the
scoring
key
from
this
Instructor’s
manual
and
distribute
a
copy
to
each
student.
3. Spend
10-‐15
minutes
talking
through
the
conceptual
base
of
the
questionnaire
with
students.
4. Options
for
further
discussion:
•
ask
students
to
meet
in
small
groups
to
discuss
their
scores
•
ask
students
to
think
of
examples
of
times
when
they
performed
“competently”
or
“incompetently”
in
each
area
5. You
may
be
able
to
find
films
that
present
good
examples
of
communication
competence.
Here
are
two
that
were
suggested
to
us:
•
A
positive
example
is
provided
in
the
initial
meeting
between
Melanie
Griffith
and
Sigourney
Weaver
in
Working
Girl.
The
most
interesting
discussion
question
is
whether
Weaver
is
actually
aware
of
what
she's
doing
to
Griffith
or
not.
She
does
a
great
job
of
setting
up
the
power
dynamic
between
them,
but
does
this
make
her
"competent"?
•
A
negative
example
of
incompetence
is
provided
in
Steve
Martin
and
Goldie
Hawn's
initial
meeting
in
Housesitter.
He
can't
read
a
single
clue,
and
she,
recognizing
this,
has
a
great
time
with
him.
In
the
article
mentioned
in
the
references,
Duran
and
Spitzberg
describe
their
efforts
in
developing
a
scale
of
the
components
of
communication
competence.
Their
analysis
of
a
number
of
similar
constructs,
scale
construction
and
refinement,
and
further
item
analysis
and
validation,
lead
them
to
propose
five
key
components
of
communication
competence:
Planning
cognitions.
This
is
ability
to
anticipate,
rehearse
and
monitor
topics
of
conversation—
anticipate
the
audience,
plan
what
one
is
going
to
say
in
advance,
etc.
Items
Presence
cognitions.
This
is
the
awareness
of
how
the
other
is
reacting
to
a
conversation—
knowing
when
to
recognize
others
negative
reactions
or
resistance,
change
the
subject,
etc.
-‐3-‐
Modeling
cognitions.
This
measures
the
respondent’s
awareness
of
contextual
variables
that
provide
information
about
how
to
interact
with
the
other
party—i.e.
“sizing
up”
the
environment,
paying
attention
to
how
other
people
are
reacting
and
responding,
etc.
Reflection
cognitions.
This
measures
the
tendency
for
the
respondent
to
reflect
upon
a
communication
performance,
with
the
objective
being
to
improve
one’s
self
presentation
(e.g.
reflecting
on
what
I
said,
my
past
performance,
what
I
could
have
said,
etc.)
Consequence
cognitions.
This
measures
the
respondent’s
awareness
of
the
consequences
of
a
communication
performance
(e.g.
thinking
about
how
others
might
interpret
what
I
have
said,
understanding
the
effects
of
my
communication
on
others,
etc.)
In
the
article,
the
authors
describe
the
research
foundations
of
a
cognitive
perspective
on
communication
competence,
and
the
difficulty
of
creating
such
a
measure.
Extensive
references
are
provided
to
link
communication
competence
to
other
perspectives
on
communication
competence
and
other
comparable
measures.
A
few
key
principles:
1. Cognitive
communication
competence
is
conceptualized
as
a
function
of
four
mental
processes:
Ø anticipation
of
situational
variables
that
have
the
potential
to
influence
one’s
communication
behaviors;
Ø perception
of
the
consequences
of
one’s
communication
choices;
Ø immediate
reflection
on
those
events;
and
Ø continued
reflection
upon
the
choices
one
has
made.
2.
Three
constructs
that
measure
different
aspects
of
the
cognitive
process
involved
in
producing
competent
performances
were
chosen
as
construct
validation
variables:
Ø communicative
knowledge—knowing
what
to
say
and
do
in
communication
contexts.
This
relates
to
cognitive
processes
responsible
for
perceptions
of
self-‐efficacy,
confidence
and
assertiveness.
Ø interaction
involvement—related
to
effectiveness
in
face-‐work
and
face-‐waving,
both
of
which
are
accomplished
by
perceptiveness
and
attentiveness.
It
is
the
ability
to
observe
the
other
and
how
the
other
is
responding
to
self.
There
are
three
major
constructs
of
interaction
involvement
are:
•
responsiveness
•
perceptiveness
•
attentiveness
Ø self-‐monitoring—the
individual’s
ability
to
adapt
his/her
self-‐presentation
to
the
requirements
of
the
context.
Individuals
high
in
self-‐monitoring
are
able
to
perceive
situational
cues
and
alter
their
communication
performance
accordingly.
Individuals
who
are
strong
in
self-‐monitoring
tend
to
be
strong
in
acting
ability,
extraversion
and
other-‐
directedness.
Self-‐monitoring
itself
consists
of
two
major
scale
components:
•
ability
to
modify
self-‐presentation
•
sensitivity
to
expressive
behavior
3.
Research
results
indicate
the
following
relationship
between
the
-‐4-‐
References
Duran.
R.
L
&
Spitzberg,
B.H.
(1995)
Toward
the
development
and
validation
of
a
measure
of
cognitive
communication
competence.
Communication
Quarterly,
43,
259-‐275.
-‐5-‐
Appendix
Questionnaire
5
Communication
Competence
Scoring
Key
Presence
Cognitions
Consequence
Conditions
3.
_________
5.
__________
7.
_________
11.
__________
17.
_________
16.
__________
22.
_________
21.
__________
Total:
________
Total:
__________
Modeling
Cognitions
2.
__________
8.
__________
13.
__________
18.
__________
Total:
_________
Random documents with unrelated
content Scribd suggests to you:
are excellent. The Franciscan Fathers have for some time maintained
missions and a few schools among these nomadic Papagoes and the
Presbyterian Board of Missions has also several chapels and schools
in the chief villages.
“These Papagoes on the public domain have no title whatsoever
to the lands where they have made their homes from time
immemorial The desert nature of their country is such that thus far
they have had little contact with white settlers. The time is, however,
fast approaching when the better parts of the land which they occupy
will be desired by white settlers or prospectors. A railroad project,
the Tucson-Ajo Railroad, has already put a survey through the Santa
Rosa Valley for the purpose of transporting the output of the Ajo
Mines in Southern Arizona to market and opening the country to
settlement. If this project is completed it will mean the coming of
Whites into this territory and inevitably imperil the continued
occupation by the Indians of the irrigable lands. In order to preserve
the rights of these people it is our judgment that a number of
Executive Order Reservations drawn upon lines to be recommended
by the Department of the Interior should at once be made. The
reservations should contain the lands adjacent to the villages which
are needed for farming and grazing purposes and sufficient sources
of water supply for irrigation, stock and domestic use. The village
sites and the water sources should be held in common. The
allotments heretofore made to Indians upon the public domain
should then be cancelled where actual residence has not been
established. Any delay will greatly imperil the character and
prospects of these self-sustaining Indians, who have never had any
trouble with white men, and who deserve the sympathy and
protection of the Government.
“An almost equally urgent situation exists on the Papago
Reservation itself. The Indian population on the reservation is
mostly centered about the Agency at San Xavier. This is the only part
of the reservation where there is water. The remainder is arid and
uninhabitable. These Indians are also self-supporting and well
governed by their own tribal laws and chiefs. Their farms are
productive, wherever water can be secured, and they have good
habits, so long as they remain beyond the evil influences of the
neighboring city. Their continued welfare is obviously dependent
upon the supply of water. The Tucson Farms Company has acquired
practically all the land between the Agency and the City of Tucson,
and is opening this land for cultivation. The Farms Company also
owns the land bordering the reservation on the east and a
considerable tract to the south of the reservation. There is naturally
some conflict as to the water rights between the Farms Company and
the Indians. The welfare of the City of Tucson can evidently be
promoted by increasing the agricultural productiveness of the land
held by the Farms Company and the plans by which the Farms
Company hopes to encourage settlement are well-devised, but it
must be borne in mind that the Indians, who have lived at San Xavier
for many generations, have the prior claim upon the water supply. It
is hoped and expected that there is in the Santa Cruz Valley enough
water for both the Indians and the incoming white settlers, but the
utmost vigilance will be necessary to protect the rights of the Indians
to the water which is absolutely essential to their well-being.
“The trust patents under which most of the Indians near the
Agency hold their allotments will expire in the course of the next two
or three years. The officers of the Farms Company evidently expect at
that time to acquire title to the Indian lands together with any
improvements which the Indians or the Indian Service may have
made. It is much to be feared that the Indians will too readily yield to
this temptation to sell their lands. We earnestly recommend that
these trust patents be extended and the Indians thus protected. It
appears that the lines of the original allotments were badly surveyed,
and the present fences or boundaries of the Indian allotments do not
conform to the survey. If, therefore, an Indian should sell his
allotment, he will very probably be selling the land occupied by the
homestead of another Indian. We recommend, therefore, that new
allotments be made to the Papago Indians living at San Xavier, and
that trust patents be dated from the time of the new allotment. By
the adoption of this plan not only the lines of the allotments will be
correctly adjusted, but also the Indians will be protected in the
possession of their lands.
“We understand there is litigation pending between the
Government and the Tucson Farms Company in regard to the title to
the Berger Ranch at San Xavier. The Agency offices and residence
have always been located in the buildings of this ranch and it is
obvious that the Government must own and control the property.
The suit should be pressed to settlement and title established.
“Irrigation. The plans for the irrigating of the Indian land at San
Xavier have been well studied and the report of the Superintendent
of Irrigation is on file at the Indian Bureau (Senate Document No.
973, 62d Congress, 3rd Session). We recommend the adoption of the
plan there suggested, but only if the trust patents can first be
extended. In other words, it is obviously undesirable for the
Government to expend a considerable sum of money for irrigating
Indian lands which in the course of two years may become the
property of the Tucson Farms Company. It is true that better
irrigation will increase the value of the Indian lands and the Indians
will secure more for their property than they otherwise would, but it
is to be feared that this increase in price will simply accrue to the
benefit of the saloon keepers at Tucson and other persons eager to
prey upon the Indians. In order to save these self-respecting,
industrious and peaceful Indians from demoralization and
vagabondage, we earnestly recommend: (1) The extension of the
trust patents under which they now hold their lands, and (2) the
prompt adoption and carrying out of the plans by which they will
obtain an adequate and reliable supply of water.
“Schools. The Government maintains only two small day schools
for the Papagoes, whether living on the reservation or upon the
public domain. A few elementary schools are also maintained by the
Catholic and Presbyterian Missions. It is not necessary for the
Government to duplicate these schools. They cannot, however, reach
more than a small proportion of the school population. Without
further and more careful survey of the best centers of population, we
do not wish to recommend the establishment of any considerable
number of Government day schools. They will naturally be
established where permanent water supplies can be developed. We
believe, however, that provisions should at once be made for the
opening of day schools at the villages known as Indian Oasis and
Coyote, which are natural centers of population within the proposed
new Executive Order Reservations. We understand that plans have
already been formed for the establishment of the first of these
schools.
“Health. The health conditions among the Papagoes are not
different from those on other Indian reservations. There is a great
deal of tuberculosis and trachoma, and there are no hospital
provisions whatever. We earnestly recommend the establishment of
field hospitals at San Xavier and at Indian Oasis. These hospitals
should be of slight construction, but they are greatly needed for the
welfare of the Indians.
“Liquor. The Indians living on the Papago Reservation and on
the public domain seem to be well protected because of their
remoteness from white settlements, their own good habits, the
vigilance of the Agency officers, and the influence of the
missionaries. The Indians living near Tucson, Casa Grande or
Maricopa are much more exposed to temptation and are too often
demoralized and vicious.
“Native Industries. It is highly desirable that the Papagoes
should be encouraged both in the industries by which they have
always sustained themselves and also in the arts which they practice.
They are remarkably successful desert cultivators. They have more to
teach Whites about desert farming than the Whites can teach them.
Nevertheless, there are certain methods of farming which can be
brought to their attention by skilful and tactful Government farmers,
and we commend the present activity of these officers. In particular
the Indians can be helped in the use and conservation of water, and
in the securing of water for domestic purposes apart from its use for
stock. The Superintendent of Irrigation has now at his disposal a
small appropriation which he is using to discover and develop new
sources of water supply and in teaching the Indians to separate their
own drinking-water from the water used for the stock.
This fighting man was for many years feared and hated. He was
not a docile person, and his tribe did not tamely submit to kicks and
curses—the treatment meted out to his more gentle red brothers in
California and Arizona. They were despised, trodden under foot, cast
aside; not so with the Apaches and Geronimo. It required more than
two years’ labor on the part of hundreds of our cavalry to catch him,
and when he surrendered there were but seventy-four in his band.
Now that everything regarding the Indian is being made public,
I deem it important that the true history of Geronimo be set forth.
In 1905 this chief published the story of his life. His book is a
remarkable production, and gives the Indian point of view, which is
rare indeed.[43]
Mr. Barrett, who wrote the story at Geronimo’s dictation, had
much trouble with the War Department. Officers objected to the
narrative, and he was compelled to secure permission from President
Roosevelt. Even then the War Department advised against
publication.
The history of the Apaches dates from the time of Coronado,
who is supposed to have penetrated their country in 1541–’43 when
he marched north in search of the fabled “seven cities of Cibola.”
There is no record of the Apaches, or any other Indians for that
matter, beginning hostilities against the Spaniards. After Coronado,
the Spaniards and the Apaches were at war for three centuries. The
Spaniards pursued their usual policy in dealing with these people,
and the latter returned an eye for an eye, and a tooth for a tooth.
Geronimo and his people had abundant cause for their hatred of the
Spaniards. It was a different story in Arizona and northern Mexico
from that of California and central Mexico. Today the California
Indians are paupers, and the gentle Aztecs have long since perished,
but the sturdy Apaches remain and live in more or less prosperity on
their several reservations.
GERONIMO
Photograph by E. R. Forrest.