Question 1

In third-party negotiations, a conciliator is a trusted third party who provides an informal communication link between the negotiator and the opponent.

Accepted Answer

A) True 
 B)False

Question 2

What is BATNA? Discuss the significance of BATNA.

Accepted Answer

BATNA stands for best alternative to a n

Question 3

When your work group disagrees, the disagreements usually concern how the group's work should be accomplished. The type of conflict experienced by your group is known as a ________ conflict.

Accepted Answer

A) task 
B) relationship 
C) process 
D) traditional 
E) reactive 
A) task 
B) relationship 
C) process 
D) traditional 
E) reactive

Question 4

In case of distributive bargaining, the ________ point marks the lowest outcome that is acceptable-the point below which the party would break off negotiations rather than accept a less favorable settlement.

Accepted Answer

A) resistance 
B) tolerance 
C) target 
D) focal 
E) distribution 
A) resistance 
B) tolerance 
C) target 
D) focal 
E) distribution

Question 5

________ bargaining is negotiation that seeks to divide a fixed amount of goods or services.

Accepted Answer

A) Distributive 
B) Integrative 
C) Reflective 
D) Affective 
E) Conjunctive 
A) Distributive 
B) Integrative 
C) Reflective 
D) Affective 
E) Conjunctive

Question 6

The terms negotiation and ________ are used interchangeably.

Accepted Answer

A) win-lose 
B) bargaining 
C) collaboration 
D) accommodation 
E) compromise 
A) win-lose 
B) bargaining 
C) collaboration 
D) accommodation 
E) compromise

Question 7

You decide to do more research on the view that conflict should be encouraged as a means to achieve change and innovation. This view is termed ________.

Accepted Answer

A) the traditional view 
B) the human relations view 
C) the interactionist view 
D) the acceptance view 
E) the promotional view 
A) the traditional view 
B) the human relations view 
C) the interactionist view 
D) the acceptance view 
E) the promotional view

Question 8

The conflict-handling intention of collaborating is ________.

Accepted Answer

A) assertive and uncooperative 
B) assertive and cooperative 
C) unassertive and uncooperative 
D) unassertive and cooperative 
E) affective and reflective 
A) assertive and uncooperative 
B) assertive and cooperative 
C) unassertive and uncooperative 
D) unassertive and cooperative 
E) affective and reflective

Question 9

Which of the following conflict-handling intentions is unassertive and uncooperative?

Accepted Answer

A) competing 
B) collaborating 
C) avoiding 
D) compromising 
E) accommodating 
A) competing 
B) collaborating 
C) avoiding 
D) compromising 
E) accommodating

Question 10

Which of the following conflict-handling intentions is assertive and uncooperative?

Accepted Answer

A) compromising 
B) avoiding 
C) competing 
D) collaborating 
E) accommodating 
A) compromising 
B) avoiding 
C) competing 
D) collaborating 
E) accommodating

Question 11

Which of the following conflict management techniques involves designating a critic to purposely argue against the majority positions held by the group?

Accepted Answer

A) altering the structural variables 
B) altering the human variable 
C) bringing in outsiders 
D) exercising authoritative command 
E) appointing a devil's advocate 
A) altering the structural variables 
B) altering the human variable 
C) bringing in outsiders 
D) exercising authoritative command 
E) appointing a devil's advocate

Question 12

The division manager at Xperience Inc. wants to replace the SAP ERP currently used in his division with Epicor ERP as it costs 30 percent less to train new staff in Epicor ERP. But this leads to a conflict with the general manager, who insists that they can simply hire only people who already know how to use SAP ERP. Which of the following, if true, weakens the general manager's objection to the replacement of SAP ERP with Epicor ERP?

Accepted Answer

A) Currently all employees in the company are required to attend workshops on how to use SAP ERP. 
B) Once employees learn how to use an ERP system, they tend to change employers more readily than before. 
C) Experienced users of SAP ERP command much higher salaries than do prospective employees who have no experience in the use of any ERP. 
D) The average productivity of employees in the company is below the average productivity of the employees of its competitors. 
E) The high costs of updates and upgrades make Epicor ERP more expensive to maintain than SAP ERP. 
A) Currently all employees in the company are required to attend workshops on how to use SAP ERP. 
B) Once employees learn how to use an ERP system, they tend to change employers more readily than before. 
C) Experienced users of SAP ERP command much higher salaries than do prospective employees who have no experience in the use of any ERP. 
D) The average productivity of employees in the company is below the average productivity of the employees of its competitors. 
E) The high costs of updates and upgrades make Epicor ERP more expensive to maintain than SAP ERP.

Question 13

In which stage of the conflict process does conflict become visible?

Accepted Answer

A) outcomes 
B) intentions 
C) incompatibility 
D) behavior 
E) personalization 
A) outcomes 
B) intentions 
C) incompatibility 
D) behavior 
E) personalization

Question 14

The potential for conflict increases when too much communication takes place.

Accepted Answer

A) True 
 B)False

Question 15

The ________ stage of the conflict process is important because it's where conflict issues tend to be defined.

Accepted Answer

A) potential opposition 
B) cognition and personalization 
C) intention 
D) behavior 
E) reaction and transference 
A) potential opposition 
B) cognition and personalization 
C) intention 
D) behavior 
E) reaction and transference

Question 16

A party who seeks to appease an opponent may be willing to place the opponent's interests above his or her own, sacrificing to maintain the relationship. We refer to this conflict-handling intention as ________.

Accepted Answer

A) collaborating 
B) avoiding 
C) compromising 
D) competing 
E) accommodating 
A) collaborating 
B) avoiding 
C) compromising 
D) competing 
E) accommodating

Question 17

All of the following are benefits of conflict in organizations except ________.

Accepted Answer

A) increased self-evaluation and change 
B) increased groupthink 
C) increased creativity and innovation 
D) increased curiosity among group members 
E) increased opportunity to air problems 
A) increased self-evaluation and change 
B) increased groupthink 
C) increased creativity and innovation 
D) increased curiosity among group members 
E) increased opportunity to air problems

Question 18

Negotiation is a process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is the first step in the negotiation process?

Accepted Answer

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

Question 20

What is the difference between intergroup conflict and intragroup conflict? Provide an example of each type of conflict.

Accepted Answer

Intragroup conflict is conflict within a

In third-party negotiations, a conciliator is a trusted third party who provides an informal communication link between the negotiator and the opponent.

What is BATNA? Discuss the significance of BATNA.

When your work group disagrees, the disagreements usually concern how the group's work should be accomplished. The type of conflict experienced by your group is known as a ________ conflict.

In case of distributive bargaining, the ________ point marks the lowest outcome that is acceptable-the point below which the party would break off negotiations rather than accept a less favorable settlement.

________ bargaining is negotiation that seeks to divide a fixed amount of goods or services.

The terms negotiation and ________ are used interchangeably.

You decide to do more research on the view that conflict should be encouraged as a means to achieve change and innovation. This view is termed ________.

The conflict-handling intention of collaborating is ________.

Which of the following conflict-handling intentions is unassertive and uncooperative?

Which of the following conflict-handling intentions is assertive and uncooperative?

Which of the following conflict management techniques involves designating a critic to purposely argue against the majority positions held by the group?

In which stage of the conflict process does conflict become visible?

The potential for conflict increases when too much communication takes place.

The ________ stage of the conflict process is important because it's where conflict issues tend to be defined.

A party who seeks to appease an opponent may be willing to place the opponent's interests above his or her own, sacrificing to maintain the relationship. We refer to this conflict-handling intention as ________.

All of the following are benefits of conflict in organizations except ________.

Negotiation is a process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about.

Which of the following is the first step in the negotiation process?

What is the difference between intergroup conflict and intragroup conflict? Provide an example of each type of conflict.

What Is Organizational Behavior?

Diversity in Organizations

Attitudes and Job Satisfaction

Emotions and Moods

Personality and Values

Perception and Individual Decision Making

Motivation Concepts

Motivation: From Concepts to Applications

Foundations of Group Behavior

Understanding Work Teams

Communication

Leadership

Power and Politics

Foundations of Organization Structure

Organizational Culture

Human Resource Policies and Practices

Organizational Change and Stress Management

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Exam 14: Conflict and Negotiation

In third-party negotiations, a conciliator is a trusted third party who provides an informal communication link between the negotiator and the opponent.

What is BATNA? Discuss the significance of BATNA.

When your work group disagrees, the disagreements usually concern how the group's work should be accomplished. The type of conflict experienced by your group is known as a ________ conflict.

In case of distributive bargaining, the ________ point marks the lowest outcome that is acceptable-the point below which the party would break off negotiations rather than accept a less favorable settlement.

________ bargaining is negotiation that seeks to divide a fixed amount of goods or services.

The terms negotiation and ________ are used interchangeably.

You decide to do more research on the view that conflict should be encouraged as a means to achieve change and innovation. This view is termed ________.

The conflict-handling intention of collaborating is ________.

Which of the following conflict-handling intentions is unassertive and uncooperative?

Which of the following conflict-handling intentions is assertive and uncooperative?

Which of the following conflict management techniques involves designating a critic to purposely argue against the majority positions held by the group?

In which stage of the conflict process does conflict become visible?

The potential for conflict increases when too much communication takes place.

The ________ stage of the conflict process is important because it's where conflict issues tend to be defined.

A party who seeks to appease an opponent may be willing to place the opponent's interests above his or her own, sacrificing to maintain the relationship. We refer to this conflict-handling intention as ________.

All of the following are benefits of conflict in organizations except ________.

Negotiation is a process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about.

Which of the following is the first step in the negotiation process?

What is the difference between intergroup conflict and intragroup conflict? Provide an example of each type of conflict.

What Is Organizational Behavior?

Diversity in Organizations

Attitudes and Job Satisfaction

Emotions and Moods

Personality and Values

Perception and Individual Decision Making

Motivation Concepts

Motivation: From Concepts to Applications

Foundations of Group Behavior

Understanding Work Teams

Communication

Leadership

Power and Politics

Foundations of Organization Structure

Organizational Culture

Human Resource Policies and Practices

Organizational Change and Stress Management

Filters