Question 1

Conflict is constructive when:

Accepted Answer

A) it fosters an environment of self-evaluation and change. 
B) it stimulates creativity and innovation. 
C) it improves the quality of decisions. 
D) all of the above. 
A) it fosters an environment of self-evaluation and change. 
B) it stimulates creativity and innovation. 
C) it improves the quality of decisions. 
D) all of the above.

Question 2

The bargaining strategy that operates under zero-sum conditions is called:

Accepted Answer

A) integrative bargaining. 
B) unethical. 
C) distributive bargaining. 
D) win-win. 
A) integrative bargaining. 
B) unethical. 
C) distributive bargaining. 
D) win-win.

Question 3

Which emotion or mood is likely to result in an increase of deception during the distributive negotiation process?

Accepted Answer

A) anger 
B) fear 
C) anxiety 
D) lying 
A) anger 
B) fear 
C) anxiety 
D) lying

Question 4

When negotiating the price of a car,you are probably using an integrative bargaining strategy.

Accepted Answer

A) True 
 B)False

Question 5

Integrative bargaining is preferable to distributive bargaining because it:

Accepted Answer

A) focuses on a mutual aspiration range. 
B) negotiates within the settlement range. 
C) builds long-term relationships. 
D) is more efficient. 
A) focuses on a mutual aspiration range. 
B) negotiates within the settlement range. 
C) builds long-term relationships. 
D) is more efficient.

Question 6

Which of the following is NOT a step in the negotiation process?

Accepted Answer

A) definition of ground rules 
B) evaluation of process 
C) bargaining and problem solving 
D) clarification and justification 
A) definition of ground rules 
B) evaluation of process 
C) bargaining and problem solving 
D) clarification and justification

Question 7

Which bargaining strategy is preferable for use in intra-organisational behaviour?

Accepted Answer

A) equal bargaining 
B) positive negotiation 
C) integrative bargaining 
D) distributive bargaining 
A) equal bargaining 
B) positive negotiation 
C) integrative bargaining 
D) distributive bargaining

Question 8

__________ is when one party is willing to be self-sacrificing in order to maintain a relationship.

Accepted Answer

A) Competing 
B) Accommodating 
C) Compromising 
D) Collaborating 
A) Competing 
B) Accommodating 
C) Compromising 
D) Collaborating

Question 9

__________ conflict focuses on interpersonal relationships.

Accepted Answer

A) Job 
B) Task 
C) Process 
D) Relationship 
A) Job 
B) Task 
C) Process 
D) Relationship

Question 10

The two dimensions of conflict-handling intentions are:

Accepted Answer

A) awareness and assertiveness. 
B) cooperativeness and assertiveness. 
C) reliability and awareness. 
D) independence and interdependence. 
A) awareness and assertiveness. 
B) cooperativeness and assertiveness. 
C) reliability and awareness. 
D) independence and interdependence.

Question 11

Lower outcomes can be expected where individuals underestimate their opponents' willingness to compromise on key issues before formal negotiation begins.

Accepted Answer

A) True 
 B)False

Question 12

__________ conflicts are almost always dysfunctional.

Accepted Answer

A) Relationship 
B) Job 
C) Task 
D) Process 
A) Relationship 
B) Job 
C) Task 
D) Process

Question 13

What are the five stages of the conflict process?

Accepted Answer

The conflict process can be seen as comp

Question 14

Negotiation is defined as a process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them.

Accepted Answer

A) True 
 B)False

Question 15

When one person seeks to satisfy his or her own interests regardless of the impact on the other parties to the conflict,that person is:

Accepted Answer

A) accommodating. 
B) avoiding. 
C) competing. 
D) compromising. 
A) accommodating. 
B) avoiding. 
C) competing. 
D) compromising.

Question 16

The conflict-handling orientation that is based on a process of equal amounts of assertiveness and cooperativeness is:

Accepted Answer

A) compromising. 
B) collaborating. 
C) accommodating. 
D) avoiding. 
A) compromising. 
B) collaborating. 
C) accommodating. 
D) avoiding.

Question 17

Playbill,Inc.is a company that hires culturally diverse people to perform Shakespearean plays for high school students.They employ actors and actresses from all over the world.The actors and actresses have joined together to ask Playbill for higher salaries. Which of the following statements is FALSE concerning gender differences in negotiations?

Accepted Answer

A) Women's attitudes towards negotiation and towards themselves as negotiators appear to be quite different from men's. 
B) Women are more cooperative,pleasant and relationship-oriented in negotiations than men. 
C) Women are neither worse nor better negotiators than men. 
D) It appears that women may unduly penalise themselves by failing to engage in negotiations when such action would be in their best interests. 
A) Women's attitudes towards negotiation and towards themselves as negotiators appear to be quite different from men's. 
B) Women are more cooperative,pleasant and relationship-oriented in negotiations than men. 
C) Women are neither worse nor better negotiators than men. 
D) It appears that women may unduly penalise themselves by failing to engage in negotiations when such action would be in their best interests.

Question 18

Your BATNA is your:

Accepted Answer

A) best and true negotiation attempt. 
B) bottom alternative to a negotiated agreement. 
C) best alternative to a negotiated agreement. 
D) base attempt to a negotiated agreement. 
A) best and true negotiation attempt. 
B) bottom alternative to a negotiated agreement. 
C) best alternative to a negotiated agreement. 
D) base attempt to a negotiated agreement.

Question 19

__________ operates under the assumption that there is one or more settlements that can create a win-win solution.

Accepted Answer

A) Distributive bargaining 
B) Integrative bargaining 
C) Positive negotiation 
D) Equal bargaining 
A) Distributive bargaining 
B) Integrative bargaining 
C) Positive negotiation 
D) Equal bargaining

Question 20

Josh is a prospective buyer of Ellen's property and they are currently in the midst of the negotiation process.At this point,Josh is attempting to determine how quickly Ellen needs to get the property off her hands through the questions he has asked and his observation of her verbal and non-verbal responses. What stage of the negotiation is this?

Accepted Answer

A) preparation and planning 
B) definition of ground rules 
C) clarification and justification 
D) closure and implementation 
A) preparation and planning 
B) definition of ground rules 
C) clarification and justification 
D) closure and implementation

Conflict is constructive when:

The bargaining strategy that operates under zero-sum conditions is called:

Which emotion or mood is likely to result in an increase of deception during the distributive negotiation process?

When negotiating the price of a car,you are probably using an integrative bargaining strategy.

Integrative bargaining is preferable to distributive bargaining because it:

Which of the following is NOT a step in the negotiation process?

Which bargaining strategy is preferable for use in intra-organisational behaviour?

__________ is when one party is willing to be self-sacrificing in order to maintain a relationship.

__________ conflict focuses on interpersonal relationships.

The two dimensions of conflict-handling intentions are:

Lower outcomes can be expected where individuals underestimate their opponents' willingness to compromise on key issues before formal negotiation begins.

__________ conflicts are almost always dysfunctional.

What are the five stages of the conflict process?

Negotiation is defined as a process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them.

When one person seeks to satisfy his or her own interests regardless of the impact on the other parties to the conflict,that person is:

The conflict-handling orientation that is based on a process of equal amounts of assertiveness and cooperativeness is:

Your BATNA is your:

__________ operates under the assumption that there is one or more settlements that can create a win-win solution.

What Is Organisational Behaviour

Diversity in Organisations

Attitudes and Job Satisfaction

Personality and Values

Emotions and Moods

Perception and Individual Decision Making

Motivation: From Concept to Application

Foundations of Group Behaviour

Understanding Work Teams

Communication

Leadership

Power and Politics

Foundations of Organisational Structure

Organisational Culture

Organisational Change and Stress Management

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Exam 13: Conflict and Negotiation

Conflict is constructive when:

The bargaining strategy that operates under zero-sum conditions is called:

Which emotion or mood is likely to result in an increase of deception during the distributive negotiation process?

When negotiating the price of a car,you are probably using an integrative bargaining strategy.

Integrative bargaining is preferable to distributive bargaining because it:

Which of the following is NOT a step in the negotiation process?

Which bargaining strategy is preferable for use in intra-organisational behaviour?

__________ is when one party is willing to be self-sacrificing in order to maintain a relationship.

__________ conflict focuses on interpersonal relationships.

The two dimensions of conflict-handling intentions are:

Lower outcomes can be expected where individuals underestimate their opponents' willingness to compromise on key issues before formal negotiation begins.

__________ conflicts are almost always dysfunctional.

What are the five stages of the conflict process?

Negotiation is defined as a process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them.

When one person seeks to satisfy his or her own interests regardless of the impact on the other parties to the conflict,that person is:

The conflict-handling orientation that is based on a process of equal amounts of assertiveness and cooperativeness is:

Your BATNA is your:

__________ operates under the assumption that there is one or more settlements that can create a win-win solution.

What Is Organisational Behaviour

Diversity in Organisations

Attitudes and Job Satisfaction

Personality and Values

Emotions and Moods

Perception and Individual Decision Making

Motivation: From Concept to Application

Foundations of Group Behaviour

Understanding Work Teams

Communication

Leadership

Power and Politics

Foundations of Organisational Structure

Organisational Culture

Organisational Change and Stress Management

Filters