Exam 14: Conflict and Negotiation

Explain how gender affects negotiating, and describe what this means to the outcomes of the negotiation process.

The two general approaches to negotiation are ________ bargaining and ________ bargaining.

Conditions that can create conflicts can be classified into three categories. Which of the following is one of these three categories that includes variables such as jurisdictional clarity, member-goal compatibility, and leadership styles?

Explain the conflict resolution strategies used by collectivist cultures.

Describe the preferred negotiating techniques that would be implemented by a manager from China. What conflict management techniques would he use? What role would a third-party negotiator be likely to have if no agreement could be reached?

Collectivists are more interested in demonstrations of concern and working through third parties to resolve disputes, whereas individualists are more likely to confront differences of opinion directly and openly.

In a negotiation between a man and a woman, we would expect the woman to ________ than the man.

In the case of a distributive bargaining, the ________ point indicates what a person would like to achieve out of the negotiation.

Describe a functional conflict and dysfunctional conflict that could exist because of structure.

Matt works as a sales representative at Tandem Industries, which manufactures and sells bicycles. He's the best salesman on the floor, but he also receives the highest number of customer complaints for late deliveries. Which of the following, if true, best explains this situation?

Describe the five conflict-handling intentions that are based on the dimensions of cooperativeness and assertiveness.

Distributive bargaining attempts to create a win-win solution for both the parties.

Xanadu Industries manufactures and sells the same calipers as Utopia Industries. Employee wages account for 35 percent of the cost of manufacturing calipers at both Xanadu Industries and Utopia Industries. Xanadu Industries is seeking a competitive advantage over Utopia Industries. Richard, the manager put in charge of devising a strategy to meet this end, suggests lowering employee wages. This leads to a grave conflict between Richard and the labor union. Which of the following, if true, would suggest that the labor union will accept Richard's suggestion to lower the wages?

A review that examined the effects of the four sets of behaviors across multiple studies found that openness and collaborating were both associated with superior group performance, whereas avoiding and competing strategies were associated with significantly worse group performance.

In a negotiation process, which of the following activities is most likely to be included in the definition of ground rules step?

Bill is negotiating for the labor union. Today, he is presenting the evidence and papers that demonstrate the average wages in the area, the cost of healthcare for the average worker, and a pie graph demonstrating how these costs affect the new salary request. Which phase of the negotiation process is Bill currently in?

In which of the following situations is mediation most likely to be effective?

Spotify needs to demonstrate to recording companies that cooperating with streaming services creates better value for them than different music distribution methods, even as prices change.

Discuss the effects of moods and emotions on effectiveness of negotiations.

A(n)________ is a neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions for alternatives.