Exam 17: Managing Conflict, Politics, and Negotiation

A CEO has detected conflict between his marketing vice president and production vice president. He believes they are engaged in distributive negotiation to resolve the conflict. What may have caused the CEO to characterize the negotiation as distributive and why might he want to intervene?

Managers who engage in organizational politics

Sarah tries to explain why she believes her manager's approach to an issue will not be effective, but eventually, she agrees to go along with its implementation. Sarah addressed this conflict through

The unobtrusive use of power to influence an organization is unnecessary and usually does not help bring about change.

The political strategy of ________ helps managers increase and maintain their power.

________ is when some individuals or groups in an organization are more highly regarded than others in the organization.

Raul has intentionally worked hard to become an expert in industry standards and, as a result, was given approval to work a flexible schedule that would ensure his loyalty to the company. Raul's intent to become irreplaceable in order to influence his schedule reflects a(n)

As a manager at a manufacturing company, Mary is responsible for activities that are directly connected to the organizational goals and its sources of competitive advantage. Mary should focus on the political strategy of ________ to grow her influence.

In integrative bargaining, conflicts are handled through collaboration and

Kerry conducts meetings in a way that strongly influences the alternatives considered when making important decisions. Kerry's behavior reflects the political strategy of

Negotiation is a conflict-resolution technique most useful when

If all parties in a conflict keep in mind the big picture and the fact that they are working together for a larger purpose, they can disagree and still be aligned on ________ goals.

List and briefly describe the political strategies that managers can use to exercise their power unobtrusively.

Managers should strive to eliminate all forms of conflict within the organization.

The marketing team at an electronics company felt strongly that their new product needed to be available by the first quarter in order to capture market share. The production team felt quality may suffer unless deployment occurred in the second quarter. These teams are experiencing conflict due to

Two managers in the research and development department of a company disagree on whether their organization should outsource development of a new product or staff it internally. This is an example of ________ conflict.

A ________ is an impartial individual with expertise in handling conflicts and who helps parties in conflict reach an acceptable solution.

The sales team needs production to deliver on schedule to satisfy customer contracts, while the production team needs sales to win enough contracts to keep production levels at an optimum level. ________ is a likely source of conflict between these two teams.

If the source of a conflict is overlapping authority, a manager should

Two technology companies participating in an industrywide collaboration project disagree on what key standards to set. This signifies ________ conflict.