Question 1

Which of the following terms best describes the process that occurs when two or more parties decide how to allocate scarce resources?

Accepted Answer

A) integration 
B) association 
C) negotiation 
D) unionization 
E) differentiation 
A) integration 
B) association 
C) negotiation 
D) unionization 
E) differentiation

Question 2

A collectivist Chinese manager is most likely to use which of the following techniques for conflict management?

Accepted Answer

A) direct confrontation 
B) authoritative command 
C) avoiding 
D) pressurizing 
E) competing tactics 
A) direct confrontation 
B) authoritative command 
C) avoiding 
D) pressurizing 
E) competing tactics

Question 3

Conflict between two people is called ________ conflict.

Accepted Answer

A) intragroup 
B) bilateral 
C) intergroup 
D) dyadic 
E) dual 
A) intragroup 
B) bilateral 
C) intergroup 
D) dyadic 
E) dual

Question 4

Your ________ determines the lowest value acceptable to you for a negotiated agreement.

Accepted Answer

A) BATNA 
B) margin of error 
C) bid price 
D) asking price 
E) hidden value 
A) BATNA 
B) margin of error 
C) bid price 
D) asking price 
E) hidden value

Question 5

What factor would most likely increase the negative impact of an arbitration session?

Accepted Answer

A) limited options of the arbitrator 
B) heavy-handedness of the arbitrator 
C) compulsory nature of the arbitration 
D) voluntary nature of the arbitration 
E) establishment of an agreement that is nonbinding 
A) limited options of the arbitrator 
B) heavy-handedness of the arbitrator 
C) compulsory nature of the arbitration 
D) voluntary nature of the arbitration 
E) establishment of an agreement that is nonbinding

Question 6

Describe the first step of the negotiation process. How does this step affect negotiating parties' relationship? How does the negotiating parties' relationship help determine the kind of bargaining that will be done (integrative or distributive)?

Accepted Answer

The first step of the negotiating proces

Question 7

According to the traditional view of conflict, all conflict is ________.

Accepted Answer

A) harmful and must be avoided 
B) natural and helps generate discussion 
C) necessary and improves creativity of a group 
D) healthy and improves productivity 
E) rational and cannot be avoided 
A) harmful and must be avoided 
B) natural and helps generate discussion 
C) necessary and improves creativity of a group 
D) healthy and improves productivity 
E) rational and cannot be avoided

Question 8

Define and describe the traditional view of conflict.

Accepted Answer

The traditional view of conflict argues

Question 9

Which of the following is true regarding negotiation outcomes?

Accepted Answer

A) Overall agreeableness is weakly related to negotiation outcomes. 
B) Overall agreeableness is strongly related to negotiation outcomes. 
C) Overall agreeableness is weakly related to negotiation outcomes only when the situation is stressful. 
D) Overall agreeableness is strongly related to negotiation outcomes only when the situation is stressful. 
E) Overall agreeableness is unrelated to negotiation outcomes. 
A) Overall agreeableness is weakly related to negotiation outcomes. 
B) Overall agreeableness is strongly related to negotiation outcomes. 
C) Overall agreeableness is weakly related to negotiation outcomes only when the situation is stressful. 
D) Overall agreeableness is strongly related to negotiation outcomes only when the situation is stressful. 
E) Overall agreeableness is unrelated to negotiation outcomes.

Question 10

Which of the following statements is true regarding distributive bargaining?

Accepted Answer

A) It operates under zero-sum conditions. 
B) It focuses on long-term relationships. 
C) It involves high information sharing. 
D) It attempts to create a win-win solution. 
E) It is rarely used in labor-management negotiations. 
A) It operates under zero-sum conditions. 
B) It focuses on long-term relationships. 
C) It involves high information sharing. 
D) It attempts to create a win-win solution. 
E) It is rarely used in labor-management negotiations.

Question 11

The management has decided to try to find a win-win solution to help both parties resolve their differences. Management is attempting to engage in ________ bargaining.

Accepted Answer

A) integrative 
B) reflective 
C) surface 
D) distributive 
E) reformatory 
A) integrative 
B) reflective 
C) surface 
D) distributive 
E) reformatory

Which of the following terms best describes the process that occurs when two or more parties decide how to allocate scarce resources?

A collectivist Chinese manager is most likely to use which of the following techniques for conflict management?

Conflict between two people is called ________ conflict.

Your ________ determines the lowest value acceptable to you for a negotiated agreement.

What factor would most likely increase the negative impact of an arbitration session?

Describe the first step of the negotiation process. How does this step affect negotiating parties' relationship? How does the negotiating parties' relationship help determine the kind of bargaining that will be done (integrative or distributive)?

According to the traditional view of conflict, all conflict is ________.

Define and describe the traditional view of conflict.

Which of the following is true regarding negotiation outcomes?

Which of the following statements is true regarding distributive bargaining?

The management has decided to try to find a win-win solution to help both parties resolve their differences. Management is attempting to engage in ________ bargaining.

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 terms best describes the process that occurs when two or more parties decide how to allocate scarce resources?

A collectivist Chinese manager is most likely to use which of the following techniques for conflict management?

Conflict between two people is called ________ conflict.

Your ________ determines the lowest value acceptable to you for a negotiated agreement.

What factor would most likely increase the negative impact of an arbitration session?

Describe the first step of the negotiation process. How does this step affect negotiating parties' relationship? How does the negotiating parties' relationship help determine the kind of bargaining that will be done (integrative or distributive)?

According to the traditional view of conflict, all conflict is ________.

Define and describe the traditional view of conflict.

Which of the following is true regarding negotiation outcomes?

Which of the following statements is true regarding distributive bargaining?

The management has decided to try to find a win-win solution to help both parties resolve their differences. Management is attempting to engage in ________ bargaining.

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