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COM 312 Exam 3: Stress and Negotiation Techniques with Detailed Solutions, Exams of Communication

Arizona State University (ASU) - TempeCommunication

Detailed solutions to an exam covering stress management and negotiation techniques. It includes definitions and explanations of key concepts such as eustress, hypostress, hyperstress, distress, the abc model of stress, anger management styles, tangible conflict issues, negotiation principles (minimax, aspiration point, resistance point), bargaining range, and various negotiation techniques like competitive and cooperative negotiation. It also covers brainstorming, positions vs. Interests, cost-cutting, compensation, prioritizing interests, and principled offers. Useful for students studying communication, psychology, or conflict resolution, offering a concise review of essential topics and practical applications.

Typology: Exams

2025/2026

Available from 11/24/2025

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COM ||\\//|| 312- ||\\//|| EXAM ||\\//|| 3 ||\\//|| with ||\\//|| precise ||\\//|| detailed
||\\//|| solutions
Stress ||\\//|| - ||\\//|| correct ||\\//|| answer✔✔A ||\\//|| biochemical ||\\//|| reaction ||\\//|| within ||\\//|| the ||\\//|| body
Eustress ||\\//|| - ||\\//|| correct ||\\//|| answer✔✔Short-term; ||\\//|| encourages ||\\//|| positive ||\\//|| actions ||\\//|| and ||\\//||
attitudes ||\\//|| (e.g. ||\\//|| bottom ||\\//|| of ||\\//|| the ||\\//|| 9th, ||\\//|| 2 ||\\//|| outs)
Hypostress ||\\//|| - ||\\//|| correct ||\\//|| answer✔✔Under ||\\//|| load; ||\\//|| anxiety ||\\//|| from ||\\//|| boredom ||\\//|| or ||\\//|| lack ||\\//|| of ||\\//||
challenge
Hyperstress ||\\//|| - ||\\//|| correct ||\\//|| answer✔✔Too ||\\//|| many ||\\//|| things ||\\//|| pile ||\\//|| up; ||\\//|| unable ||\\//|| to ||\\//|| adapt ||\\//|| or ||\\//||
cope ||\\//|| (e.g. ||\\//|| 3 ||\\//|| exams, ||\\//|| 1 ||\\//|| speech, ||\\//|| 2 ||\\//|| term ||\\//|| papers, ||\\//|| work, ||\\//|| project, ||\\//|| parents ||\\//|| visiting)
Distress ||\\//|| - ||\\//|| correct ||\\//|| answer✔✔Lost ||\\//|| control ||\\//|| of ||\\//|| situation ||\\//|| and ||\\//|| source ||\\//|| of ||\\//|| stress; ||\\//||
"stress ||\\//|| about ||\\//|| stress"; ||\\//|| lose ||\\//|| sight ||\\//|| of ||\\//|| real ||\\//|| issues
ABC ||\\//|| Model ||\\//|| of ||\\//|| Stress ||\\//|| (A) ||\\//|| - ||\\//|| correct ||\\//|| answer✔✔Activating ||\\//|| event ||\\//|| or ||\\//|| stress- ||\\//||
understanding ||\\//|| what ||\\//|| causes ||\\//|| the ||\\//|| stress
ABC ||\\//|| model ||\\//|| of ||\\//|| stress ||\\//|| (B) ||\\//|| - ||\\//|| correct ||\\//|| answer✔✔Beliefs ||\\//|| or ||\\//|| relevant ||\\//|| thoughts- ||\\//||
realizing ||\\//|| what ||\\//|| you ||\\//|| think ||\\//|| about ||\\//|| the ||\\//|| stressor; ||\\//|| knowing ||\\//|| where ||\\//|| to ||\\//|| put ||\\//|| blame ||\\//|| (self,
||\\//|| others, ||\\//|| circumstances)
ABC ||\\//|| Model ||\\//|| of ||\\//|| Stress ||\\//|| (C) ||\\//|| - ||\\//|| correct ||\\//|| answer✔✔Consequences ||\\//|| and ||\\//|| reaction ||\\//|| to ||\\//||
stress- ||\\//|| understanding ||\\//|| the ||\\//|| outcomes ||\\//|| of ||\\//|| stress; ||\\//|| how ||\\//|| does ||\\//|| stressing ||\\//|| help ||\\//|| us?
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Download COM 312 Exam 3: Stress and Negotiation Techniques with Detailed Solutions and more Exams Communication in PDF only on Docsity!

COM||\//|| 312-||\//|| EXAM||\//|| 3 ||\//|| with||\//|| precise||\//|| detailed

||\//|| solutions

Stress ||\//|| - ||\//|| correct||\//|| answer✔✔A||\//|| biochemical ||\//|| reaction ||\//|| within ||\//|| the||\//|| body Eustress ||\//|| - ||\//|| correct||\//|| answer✔✔Short-term; ||\//|| encourages ||\//|| positive ||\//|| actions ||\//|| and ||\//|| attitudes ||\//|| (e.g.||\//|| bottom||\//|| of||\//|| the||\//|| 9th,||\//|| 2 ||\//|| outs) Hypostress ||\//|| - ||\//|| correct||\//|| answer✔✔Under||\//|| load; ||\//|| anxiety ||\//|| from||\//|| boredom||\//|| or||\//|| lack ||\//|| of||\//|| challenge Hyperstress ||\//|| - ||\//|| correct||\//|| answer✔✔Too||\//|| many||\//|| things||\//|| pile||\//|| up;||\//|| unable ||\//|| to||\//|| adapt||\//|| or||\//|| cope||\//|| (e.g.||\//|| 3 ||\//|| exams, ||\//|| 1 ||\//|| speech, ||\//|| 2 ||\//|| term||\//|| papers,||\//|| work,||\//|| project,||\//|| parents ||\//|| visiting) Distress ||\//|| - ||\//|| correct||\//|| answer✔✔Lost||\//|| control ||\//|| of||\//|| situation ||\//|| and ||\//|| source ||\//|| of||\//|| stress;||\//|| "stress ||\//|| about||\//|| stress"; ||\//|| lose||\//|| sight||\//|| of||\//|| real||\//|| issues ABC||\//|| Model ||\//|| of||\//|| Stress ||\//|| (A)||\//|| - ||\//|| correct||\//|| answer✔✔Activating ||\//|| event ||\//|| or||\//|| stress- ||\//|| understanding ||\//|| what ||\//|| causes ||\//|| the||\//|| stress ABC||\//|| model||\//|| of||\//|| stress||\//|| (B)||\//|| - ||\//|| correct||\//|| answer✔✔Beliefs ||\//|| or||\//|| relevant ||\//|| thoughts-||\//|| realizing ||\//|| what ||\//|| you||\//|| think||\//|| about||\//|| the||\//|| stressor; ||\//|| knowing||\//|| where||\//|| to||\//|| put||\//|| blame ||\//|| (self, ||\//|| others, ||\//|| circumstances) ABC||\//|| Model ||\//|| of||\//|| Stress ||\//|| (C)||\//|| - ||\//|| correct||\//|| answer✔✔Consequences ||\//|| and ||\//|| reaction ||\//|| to||\//|| stress- ||\//|| understanding ||\//|| the||\//|| outcomes||\//|| of||\//|| stress;||\//|| how||\//|| does||\//|| stressing||\//|| help||\//|| us?

Self-talk||\//|| - ||\//|| correct||\//|| answer✔✔ex.||\//|| "I'll ||\//|| never||\//|| meet||\//|| the||\//|| right||\//|| person", ||\//|| "I'm||\//|| so||\//|| dumb, ||\//|| I'll||\//|| never||\//|| pass||\//|| this||\//|| exam" Anger-ins ||\//|| - ||\//|| correct||\//|| answer✔✔Avoiders||\//|| and ||\//|| accomodators; ||\//|| don't||\//|| admit||\//|| anger; ||\//|| don't||\//|| tell||\//|| person ||\//|| you're ||\//|| angry||\//|| with;||\//|| passive ||\//|| aggressive Anger-outs ||\//|| - ||\//|| correct||\//|| answer✔✔Express||\//|| anger||\//|| to||\//|| offender;||\//|| vocal ||\//|| and/or ||\//|| physical; ||\//|| "automatic ||\//|| reactions"; ||\//|| quick||\//|| to||\//|| criticize/blame; ||\//|| aggression Anger-controllers ||\//|| - ||\//|| correct||\//|| answer✔✔Control ||\//|| responses- ||\//|| don't||\//|| let||\//|| feelings ||\//|| control ||\//|| responses; ||\//|| address ||\//|| issues ||\//|| constructively; ||\//|| express ||\//|| underlying ||\//|| emotions ||\//|| as||\//|| we||\//|| experiences ||\//|| them; ||\//|| avoid ||\//|| ad||\//|| hominem ||\//|| attacks; ||\//|| stress||\//|| assertion,||\//|| not||\//|| aggression Tangible ||\//|| Conflict||\//|| Issues ||\//|| - ||\//|| correct||\//|| answer✔✔Things ||\//|| that||\//|| we||\//|| can||\//|| see, ||\//|| hold,||\//|| measure ||\//|| (scarce ||\//|| resources); ||\//|| often||\//|| all||\//|| or||\//|| nothing ||\//|| (money,||\//|| people, ||\//|| space,||\//|| object, ||\//|| etc.);||\//|| often||\//|| accidentally ||\//|| become||\//|| intangible ||\//|| (e.g.||\//|| ad||\//|| homienem ||\//|| attacks) Negotiation ||\//|| - ||\//|| correct||\//|| answer✔✔A||\//|| particular ||\//|| type||\//|| of||\//|| conflict ||\//|| management; ||\//|| 1 ||\//|| characterized ||\//|| by||\//|| an||\//|| exchange||\//|| of||\//|| proposals ||\//|| and ||\//|| counter||\//|| proposals ||\//|| as||\//|| a||\//|| means ||\//|| of||\//|| reaching ||\//|| a||\//|| satisfactory ||\//|| settlement Minimax||\//|| Principle ||\//|| - ||\//|| correct||\//|| answer✔✔Max.||\//|| gains, ||\//|| min.||\//|| loss Aspiration ||\//|| Point||\//|| - ||\//|| correct||\//|| answer✔✔the||\//|| most||\//|| preferred||\//|| option Resistance ||\//|| Point||\//|| - ||\//|| correct||\//|| answer✔✔Measurable ||\//|| amount||\//|| that||\//|| we||\//|| are||\//|| willing ||\//|| to||\//|| concede

Prioritizing ||\//|| interests ||\//|| - ||\//|| correct||\//|| answer✔✔Figuring ||\//|| out||\//|| what ||\//|| means ||\//|| the||\//|| mos||\//|| to||\//|| who;||\//|| acting||\//|| in||\//|| a||\//|| way||\//|| that||\//|| grants||\//|| each||\//|| party||\//|| their||\//|| highest||\//|| priority; ||\//|| can||\//|| become||\//|| difficult ||\//|| when||\//|| the||\//|| same ||\//|| thing||\//|| is||\//|| highly ||\//|| prioritized Negotiation ||\//|| Techniques ||\//|| - ||\//|| correct||\//|| answer✔✔Looking||\//|| at||\//|| negotiation ||\//|| tactics ||\//|| for||\//|| lawyers Focusing ||\//|| on||\//|| gaining ||\//|| info.||\//|| - ||\//|| correct||\//|| answer✔✔Learning ||\//|| the||\//|| other||\//|| party's||\//|| needs; ||\//|| learning ||\//|| other||\//|| party's||\//|| strategies ||\//|| (e.g.||\//|| buying ||\//|| a||\//|| car-||\//|| learning ||\//|| about||\//|| the||\//|| dealer Priority||\//|| is||\//|| important ||\//|| - ||\//|| correct||\//|| answer✔✔What ||\//|| issues ||\//|| are||\//|| discussed ||\//|| 1st||\//|| (e.g.||\//|| price? ||\//|| features? ||\//|| safety?) Principled ||\//|| offers ||\//|| - ||\//|| correct||\//|| answer✔✔Negotiation ||\//|| set||\//|| their||\//|| aspiration ||\//|| points; ||\//|| demonstrate||\//|| an||\//|| ability ||\//|| to||\//|| stray||\//|| from||\//|| aspiration ||\//|| pint Arguments ||\//|| - ||\//|| correct||\//|| answer✔✔Persuasion ||\//|| is||\//|| key;||\//|| careful||\//|| crafting||\//|| of||\//|| descriptions; ||\//|| needs ||\//|| are||\//|| justified/rationalizd Threats||\//|| - ||\//|| correct||\//|| answer✔✔Warnings ||\//|| are||\//|| often||\//|| given ||\//|| to||\//|| soften||\//|| the||\//|| blow||\//|| ("well||\//|| there's||\//|| another ||\//|| family ||\//|| who||\//|| was||\//|| looking||\//|| at||\//|| this||\//|| car") Promises ||\//|| - ||\//|| correct||\//|| answer✔✔More||\//|| affirmative ||\//|| in||\//|| nature;||\//|| less||\//|| disruptive ||\//|| to||\//|| the||\//|| flow||\//|| of||\//|| negtiation Silence ||\//|| and ||\//|| patience ||\//|| - ||\//|| correct||\//|| answer✔✔Can||\//|| aid||\//|| in||\//|| your ||\//|| controlling ||\//|| of||\//|| negotiation; ||\//|| when||\//|| the||\//|| other||\//|| party||\//|| talks,||\//|| only ||\//|| you||\//|| can||\//|| gain||\//|| more||\//|| info Limited||\//|| Authority ||\//|| - ||\//|| correct||\//|| answer✔✔Claiming ||\//|| that||\//|| you||\//|| don't||\//|| have||\//|| the||\//|| power ||\//|| to||\//|| conced ||\//|| anything

Anger||\//|| - ||\//|| correct||\//|| answer✔✔Can||\//|| result||\//|| in||\//|| accidental ||\//|| disclosure; ||\//|| can||\//|| be||\//|| used||\//|| strategically ||\//|| to||\//|| evoke||\//|| a||\//|| response; ||\//|| this||\//|| can||\//|| backfire ||\//|| in||\//|| withdrawal Boulwareism ||\//|| - ||\//|| correct||\//|| answer✔✔Dismiss ||\//|| "active ||\//|| negotiation"; ||\//|| forms||\//|| a||\//|| "take||\//|| it||\//|| or||\//|| leave||\//|| it"||\//|| argument Br'er||\//|| Rabitting ||\//|| (reverse||\//|| psychology) ||\//|| - ||\//|| correct||\//|| answer✔✔High ||\//|| risk, ||\//|| high||\//|| reward;||\//|| acts||\//|| as||\//|| a||\//|| trap||\//|| fro||\//|| careless||\//|| opportunity; ||\//|| reveals ||\//|| your ||\//|| needs ||\//|| to||\//|| a||\//|| clever ||\//|| opponent Mutt||\//|| and ||\//|| Jeff||\//|| (good||\//|| cop,||\//|| bad||\//|| cop)||\//|| - ||\//|| correct||\//|| answer✔✔ 1 ||\//|| teammate||\//|| accepts ||\//|| every||\//|| offer, ||\//|| the||\//|| other||\//|| rejects;||\//|| the||\//|| 2 ||\//|| teammates||\//|| "argue"||\//|| with||\//|| each||\//|| other;||\//|| opponent ||\//|| thinks||\//|| one||\//|| teammate||\//|| is||\//|| on||\//|| their||\//|| side Belly ||\//|| up||\//|| - ||\//|| correct||\//|| answer✔✔"wolf ||\//|| in||\//|| sheep's ||\//|| clothing" ||\//|| or||\//|| "hustling"; ||\//|| lulling ||\//|| your ||\//|| opponent ||\//|| into ||\//|| thinking ||\//|| they're||\//|| better||\//|| than||\//|| you; ||\//|| negotiation ||\//|| is||\//|| sly ||\//|| and ||\//|| underhanded Cooperative||\//|| Phase||\//|| - ||\//|| correct||\//|| answer✔✔Once||\//|| competitive ||\//|| phase||\//|| is||\//|| over,||\//|| parties ||\//|| should ||\//|| openly ||\//|| discuss ||\//|| all||\//|| options Exploding ||\//|| offers ||\//|| - ||\//|| correct||\//|| answer✔✔Offers ||\//|| with||\//|| an||\//|| expiration ||\//|| date Power ||\//|| Asymmetry||\//|| - ||\//|| correct||\//|| answer✔✔Power ||\//|| imbalances ||\//|| create||\//|| a||\//|| pressing ||\//|| environment; ||\//|| power ||\//|| discrepancies ||\//|| can||\//|| go||\//|| both||\//|| ways "Test||\//|| of||\//|| Faith"||\//|| - ||\//|| correct||\//|| answer✔✔Large||\//|| amounts ||\//|| of||\//|| pressure ||\//|| on||\//|| the||\//|| one||\//|| receiving ||\//|| the||\//|| offer;||\//|| makes||\//|| further||\//|| negotiation ||\//|| seem||\//|| greedy||\//|| or||\//|| inappropriate

Hear||\//|| parties ||\//|| views ||\//|| - ||\//|| correct||\//|| answer✔✔Caucuses ||\//|| may||\//|| be||\//|| needed; ||\//|| when||\//|| the||\//|| mediator||\//|| pulls ||\//|| one||\//|| party||\//|| aside||\//|| for||\//|| a||\//|| private ||\//|| conversation Final||\//|| Agreement||\//|| - ||\//|| correct||\//|| answer✔✔behavioral ||\//|| commitments; ||\//|| verbal||\//|| or||\//|| signed ||\//|| agreement; ||\//|| follow-up/ ||\//|| review ||\//|| scheduled Common||\//|| Ground ||\//|| - ||\//|| correct||\//|| answer✔✔Highlighting ||\//|| agreements; ||\//|| framing; ||\//|| asking||\//|| neutral||\//|| questions ||\//|| to||\//|| clarify||\//|| or||\//|| summarize; ||\//|| re||\//|| framing; ||\//|| requesting ||\//|| proposals ||\//|| or||\//|| solutions