Question 1

Which of the following conflict-handling intentions involves accepting a solution that provides incomplete satisfaction of both parties' concerns?

Accepted Answer

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

Question 2

Jeff has a reputation for shouting angrily while negotiating. In contrast, Anita is known for her soft-spoken agreeable approach to negotiations. Jeff is more likely to get the concessions he wants than Anita.

Accepted Answer

A) True 
 B)False

Question 3

Luke's cubicle neighbor Leia, though an understanding and great co-worker, talks loudly on the phone. Luke gets annoyed every time Leia's phone rings, but he has decided it's simply not worth the trouble to talk to her about it. Luke's conflict-handling intention is called ________.

Accepted Answer

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

Question 4

Identify the three basic types of conflict from the perspective of where the conflict occurs and discuss why it is important to understand the loci of conflict in order to address conflict in the workplace.

Accepted Answer

The three basic types of conflict are dy

Question 5

Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

Accepted Answer

A) Collectivists are less likely to seek to preserve relationships and promote the good of the group as a whole than individualists. 
B) Collectivists are more likely to confront differences of opinion directly and openly than individualists. 
C) Collectivist cultures see people as autonomous, not as people deeply embedded in social situations. 
D) Compared to individualists, collectivists are less likely to see offers from their counterparts as unfair and to reject them. 
E) The method of conflict management preferred by collectivist managers is competing. 
A) Collectivists are less likely to seek to preserve relationships and promote the good of the group as a whole than individualists. 
B) Collectivists are more likely to confront differences of opinion directly and openly than individualists. 
C) Collectivist cultures see people as autonomous, not as people deeply embedded in social situations. 
D) Compared to individualists, collectivists are less likely to see offers from their counterparts as unfair and to reject them. 
E) The method of conflict management preferred by collectivist managers is competing.

Question 6

Which of the following statements is true regarding conflict?

Accepted Answer

A) The smaller the group, the greater the likelihood of conflict. 
B) The less specialized the activities of the group, the greater the likelihood of conflict. 
C) People low in the personality traits of disagreeableness, neuroticism, or self-monitoring are more likely to engage in a conflict. 
D) Diversity of goals among groups is a major source of conflict. 
E) As the ambiguity about where responsibility for actions lies decreases, the potential for conflict increases. 
A) The smaller the group, the greater the likelihood of conflict. 
B) The less specialized the activities of the group, the greater the likelihood of conflict. 
C) People low in the personality traits of disagreeableness, neuroticism, or self-monitoring are more likely to engage in a conflict. 
D) Diversity of goals among groups is a major source of conflict. 
E) As the ambiguity about where responsibility for actions lies decreases, the potential for conflict increases.

Question 7

Conservationists have had a perpetual conflict with the government of the United States over the fast and rampant depletion of Earth's natural resources. They argue that the United States must reduce its consumption level significantly to rectify this problem. Which of the following, if true, would most strengthen the conservationists' argument?

Accepted Answer

A) The United States has been conserving forests for several years. 
B) Most countries have not taken any measures to reduce their consumption levels of natural resources. 
C) There are several countries that have more requirements for resources than the United States. 
D) The United States accounts for one-third of the total world resource consumption. 
E) New resource deposits are constantly being discovered. 
A) The United States has been conserving forests for several years. 
B) Most countries have not taken any measures to reduce their consumption levels of natural resources. 
C) There are several countries that have more requirements for resources than the United States. 
D) The United States accounts for one-third of the total world resource consumption. 
E) New resource deposits are constantly being discovered.

Question 8

In terms of intraorganizational behavior, all things being equal, why is integrative bargaining preferable to distributive bargaining?

Accepted Answer

In terms of intraorganizational behavior

Question 9

In nearly all cases, the party with superior alternatives will not do better in a negotiation.

Accepted Answer

A) True 
 B)False

Question 10

The home buyer wants to bring in a third party who will have the authority to dictate an agreement. This person will be a(n)________.

Accepted Answer

A) mediator 
B) arbitrator 
C) conciliator 
D) consultant 
E) plaintiff 
A) mediator 
B) arbitrator 
C) conciliator 
D) consultant 
E) plaintiff

Question 11

Assertiveness indicates the degree to which ________.

Accepted Answer

A) one party attempts to satisfy his or her own concerns 
B) one party attempts to suppress the conflict 
C) the parties attempt to find a win-win solution 
D) one party attempts to satisfy the other party's concerns 
E) the parties are willing to involve a third party in conflict resolution 
A) one party attempts to satisfy his or her own concerns 
B) one party attempts to suppress the conflict 
C) the parties attempt to find a win-win solution 
D) one party attempts to satisfy the other party's concerns 
E) the parties are willing to involve a third party in conflict resolution

Question 12

Which of the following is not true regarding gender differences in negotiations?

Accepted Answer

A) Men and women negotiate differently. 
B) Men value status more than women. 
C) Women value compassion and altruism more than men. 
D) Men place a higher value on economic outcomes than women. 
E) Women place a lower value on relationship outcomes than men. 
A) Men and women negotiate differently. 
B) Men value status more than women. 
C) Women value compassion and altruism more than men. 
D) Men place a higher value on economic outcomes than women. 
E) Women place a lower value on relationship outcomes than men.

Question 13

A popular stereotype is that men are more cooperative and pleasant in negotiations than women.

Accepted Answer

A) True 
 B)False

Question 14

Conflict that relates to the content and goals of work is called ________ conflict.

Accepted Answer

A) job 
B) task 
C) relationship 
D) process 
E) communication 
A) job 
B) task 
C) relationship 
D) process 
E) communication

Question 15

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.

Accepted Answer

A) True 
 B)False

Question 16

The two parties eventually agree to ask Sam Spade, an attorney and trusted friend, to help them informally to solve their problem. Sam's role is that of a(n)________.

Accepted Answer

A) mediator 
B) arbitrator 
C) conciliator 
D) consultant 
E) plaintiff 
A) mediator 
B) arbitrator 
C) conciliator 
D) consultant 
E) plaintiff

Question 17

Relationship conflicts are almost always dysfunctional.

Accepted Answer

A) True 
 B)False

Question 18

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

Accepted Answer

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

Question 19

Conflicts related to how the work gets done are called ________ conflicts.

Accepted Answer

A) communication 
B) task 
C) job 
D) relationship 
E) process 
A) communication 
B) task 
C) job 
D) relationship 
E) process

Question 20

Stratford Inc. is a company that hires culturally diverse people to perform Shakespearean plays for high school students. The company employs actors and actresses from all over the world. The actors and actresses have joined together to ask the company for higher salaries. The employees are struggling over deciding who will negotiate for them. Which of the following statements is true pertaining to the effect of individual differences on negotiations?

Accepted Answer

A) Women tend to negotiate better outcomes than men. 
B) Extraverts tend to be very successful in distributive bargaining. 
C) People who are highly interested in having positive relationships with other people are poor negotiators. 
D) Individuals who score high on agreeableness dimension tend to be very successful in distributive bargaining. 
E) Positive moods and emotions negatively affect integrative bargaining. 
A) Women tend to negotiate better outcomes than men. 
B) Extraverts tend to be very successful in distributive bargaining. 
C) People who are highly interested in having positive relationships with other people are poor negotiators. 
D) Individuals who score high on agreeableness dimension tend to be very successful in distributive bargaining. 
E) Positive moods and emotions negatively affect integrative bargaining.

Which of the following conflict-handling intentions involves accepting a solution that provides incomplete satisfaction of both parties' concerns?

Jeff has a reputation for shouting angrily while negotiating. In contrast, Anita is known for her soft-spoken agreeable approach to negotiations. Jeff is more likely to get the concessions he wants than Anita.

Luke's cubicle neighbor Leia, though an understanding and great co-worker, talks loudly on the phone. Luke gets annoyed every time Leia's phone rings, but he has decided it's simply not worth the trouble to talk to her about it. Luke's conflict-handling intention is called ________.

Identify the three basic types of conflict from the perspective of where the conflict occurs and discuss why it is important to understand the loci of conflict in order to address conflict in the workplace.

Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

Which of the following statements is true regarding conflict?

In terms of intraorganizational behavior, all things being equal, why is integrative bargaining preferable to distributive bargaining?

In nearly all cases, the party with superior alternatives will not do better in a negotiation.

The home buyer wants to bring in a third party who will have the authority to dictate an agreement. This person will be a(n)________.

Assertiveness indicates the degree to which ________.

Which of the following is not true regarding gender differences in negotiations?

A popular stereotype is that men are more cooperative and pleasant in negotiations than women.

Conflict that relates to the content and goals of work is called ________ conflict.

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.

The two parties eventually agree to ask Sam Spade, an attorney and trusted friend, to help them informally to solve their problem. Sam's role is that of a(n)________.

Relationship conflicts are almost always dysfunctional.

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

Conflicts related to how the work gets done are called ________ conflicts.

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

Which of the following conflict-handling intentions involves accepting a solution that provides incomplete satisfaction of both parties' concerns?

Jeff has a reputation for shouting angrily while negotiating. In contrast, Anita is known for her soft-spoken agreeable approach to negotiations. Jeff is more likely to get the concessions he wants than Anita.

Luke's cubicle neighbor Leia, though an understanding and great co-worker, talks loudly on the phone. Luke gets annoyed every time Leia's phone rings, but he has decided it's simply not worth the trouble to talk to her about it. Luke's conflict-handling intention is called ________.

Identify the three basic types of conflict from the perspective of where the conflict occurs and discuss why it is important to understand the loci of conflict in order to address conflict in the workplace.

Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

Which of the following statements is true regarding conflict?

In terms of intraorganizational behavior, all things being equal, why is integrative bargaining preferable to distributive bargaining?

In nearly all cases, the party with superior alternatives will not do better in a negotiation.

The home buyer wants to bring in a third party who will have the authority to dictate an agreement. This person will be a(n)________.

Assertiveness indicates the degree to which ________.

Which of the following is not true regarding gender differences in negotiations?

A popular stereotype is that men are more cooperative and pleasant in negotiations than women.

Conflict that relates to the content and goals of work is called ________ conflict.

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.

The two parties eventually agree to ask Sam Spade, an attorney and trusted friend, to help them informally to solve their problem. Sam's role is that of a(n)________.

Relationship conflicts are almost always dysfunctional.

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

Conflicts related to how the work gets done are called ________ conflicts.

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