Question 1

The first step in preparing to negotiate is to assess the other party's best alternative to a negotiated agreement.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following theories proposes that group members of an in-group will seek to find negative aspects of an out-group to enhance their self-image?

Accepted Answer

A)  Traits-based theory 
B)  Social identity theory 
C)  Great man theory 
D)  Realistic conflict theory 
A)  Traits-based theory 
B)  Social identity theory 
C)  Great man theory 
D)  Realistic conflict theory

Question 3

Which of the following statements is true of agreements that create value?

Accepted Answer

A)  They involve a distributive negotiation process. 
B)  They weaken the relationship between negotiators. 
C)  They involve bargaining over interests. 
D)  They often result in higher-quality agreements. 
A)  They involve a distributive negotiation process. 
B)  They weaken the relationship between negotiators. 
C)  They involve bargaining over interests. 
D)  They often result in higher-quality agreements.

Question 4

Which of the following situations is the best example of an interpersonal conflict?

Accepted Answer

A)  An organization's marketing team had a conflict with the production team due to the delay in the arrival of finished products. 
B)  The employees in an organization had a conflict with their employer for not improving their work environment which is highly hazardous and unhygienic. 
C)  Jane and Jack,executives of a firm's finance department,had a conflict with their teammate,John,who failed to submit an important report on time. 
D)  A cosmetics manufacturing company had a conflict with its competitor,when they made false negative statements about the company's products. 
A)  An organization's marketing team had a conflict with the production team due to the delay in the arrival of finished products. 
B)  The employees in an organization had a conflict with their employer for not improving their work environment which is highly hazardous and unhygienic. 
C)  Jane and Jack,executives of a firm's finance department,had a conflict with their teammate,John,who failed to submit an important report on time. 
D)  A cosmetics manufacturing company had a conflict with its competitor,when they made false negative statements about the company's products.

Question 5

As a response to conflict,avoidance must be used when:

Accepted Answer

A)  faced with a crisis. 
B)  the issue is trivial. 
C)  a temporary solution is needed. 
D)  an issue is more important to the other party. 
A)  faced with a crisis. 
B)  the issue is trivial. 
C)  a temporary solution is needed. 
D)  an issue is more important to the other party.

Question 6

Which of the following statements best describes negotiation?

Accepted Answer

A)  A cognitive response that occurs when interests and behaviors of one individual explicitly differs from that of another individual 
B)  An increase in conflict that occurs when one person's negative behaviors encourage or foster another person's negative behaviors 
C)  A situation that is characterized by uncertainty and risk and where the optimal decision is not clear or obvious 
D)  A process by which two parties attempt to reach agreement on an issue by offering and reviewing various courses of action 
A)  A cognitive response that occurs when interests and behaviors of one individual explicitly differs from that of another individual 
B)  An increase in conflict that occurs when one person's negative behaviors encourage or foster another person's negative behaviors 
C)  A situation that is characterized by uncertainty and risk and where the optimal decision is not clear or obvious 
D)  A process by which two parties attempt to reach agreement on an issue by offering and reviewing various courses of action

Question 7

The process by which a negotiator attempts to gain benefits or concessions for his or her position is called _____.

Accepted Answer

A)  create value 
B)  integrated negotiation 
C)  claim value 
D)  de-escalation 
A)  create value 
B)  integrated negotiation 
C)  claim value 
D)  de-escalation

Question 8

John and Joseph are the finance executives in an organization.They are presently working on a project together.John is task-oriented and he works hard to complete the project on time.However,Joseph takes his own time and tends to ignore the project deadline.As a result,John has a conflict with Joseph and warns him that he'll complain about him to the head.This scenario is an example of _____ conflict.

Accepted Answer

A)  cognitive 
B)  role 
C)  affective 
D)  intergroup 
A)  cognitive 
B)  role 
C)  affective 
D)  intergroup

Question 9

Which of the following statements is true of the bargaining zone framework?

Accepted Answer

A)  The reservation point is the number below or above which the negotiator would prefer. 
B)  In a positive bargaining zone there is no settlement that will be acceptable to both parties. 
C)  The bargaining zone framework is a unique characteristic of integrative negotiations. 
D)  In a negative bargaining zone,negotiators' acceptable positions overlap. 
A)  The reservation point is the number below or above which the negotiator would prefer. 
B)  In a positive bargaining zone there is no settlement that will be acceptable to both parties. 
C)  The bargaining zone framework is a unique characteristic of integrative negotiations. 
D)  In a negative bargaining zone,negotiators' acceptable positions overlap.

Question 10

How are disagreements resolved?

Accepted Answer

After sufficiently diagnosing a disagree

Question 11

Groupthink refers to:

Accepted Answer

A)  extreme consensus during a decision-making process. 
B)  a group's disagreement over work-related issues and ideas. 
C)  the cognitive conflicts that occur between two or more groups. 
D)  the contradicting thought processes that exist between groups. 
A)  extreme consensus during a decision-making process. 
B)  a group's disagreement over work-related issues and ideas. 
C)  the cognitive conflicts that occur between two or more groups. 
D)  the contradicting thought processes that exist between groups.

Question 12

What is interpersonal and intergroup conflict? Outline the theories explaining intergroup conflict.

Accepted Answer

Interpersonal conflict occurs between tw

Question 13

Which of the following responses to conflict must be adopted when a person is faced with a crisis situation?

Accepted Answer

A)  Avoidance 
B)  Accommodating 
C)  Compromising 
D)  Forcing 
A)  Avoidance 
B)  Accommodating 
C)  Compromising 
D)  Forcing

Question 14

In a distributive negotiation,the terms that need to be negotiated are experienced as limits by both parties.

Accepted Answer

A) True 
 B)False

Question 15

An arbitrator is an individual who listens to both sides of a disagreement and makes a final decision based on the arguments.

Accepted Answer

A) True 
 B)False

Question 16

Jane is Maria's colleague and they often tend to argue with each other over minor issues.Both belong to the same team and Jane often insults Maria by passing rude comments for no reason and Maria in turn threatens Jane.This scenario is the best example of an _____ conflict.

Accepted Answer

A)  cognitive 
B)  intergroup 
C)  task-related 
D)  affective 
A)  cognitive 
B)  intergroup 
C)  task-related 
D)  affective

Question 17

Social identification is an attempt to define the norms of the in-group in a way that favors the in-group at the expense of the out-group.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following questions should be addressed first while diagnosing a disagreement?

Accepted Answer

A)  Do both parties have access to the same information? 
B)  Is conflict simply anticipated,or has it escalated to full-blown tension? 
C)  Is the disagreement related to facts,goals,methods,or values? 
D)  Do both parties perceive the information in the same way? 
A)  Do both parties have access to the same information? 
B)  Is conflict simply anticipated,or has it escalated to full-blown tension? 
C)  Is the disagreement related to facts,goals,methods,or values? 
D)  Do both parties perceive the information in the same way?

Question 19

Which of the following is the first step involved in an effective negotiation process?

Accepted Answer

A)  Evaluating the zone of possible agreement 
B)  Assessing the other party's best alternative to a negotiated agreement 
C)  Assessing one's best alternative to a negotiated agreement 
D)  Calculating the other party's reservation value 
A)  Evaluating the zone of possible agreement 
B)  Assessing the other party's best alternative to a negotiated agreement 
C)  Assessing one's best alternative to a negotiated agreement 
D)  Calculating the other party's reservation value

Question 20

The realistic conflict theory proposes that:

Accepted Answer

A)  conflict can escalate when disagreements become personal. 
B)  limited resources will lead to conflict between groups. 
C)  intergroup conflict emerges when the other group is viewed as the enemy. 
D)  group members of an in-group will seek to find negative aspects of an out-group. 
A)  conflict can escalate when disagreements become personal. 
B)  limited resources will lead to conflict between groups. 
C)  intergroup conflict emerges when the other group is viewed as the enemy. 
D)  group members of an in-group will seek to find negative aspects of an out-group.

The first step in preparing to negotiate is to assess the other party's best alternative to a negotiated agreement.

Which of the following theories proposes that group members of an in-group will seek to find negative aspects of an out-group to enhance their self-image?

Which of the following statements is true of agreements that create value?

Which of the following situations is the best example of an interpersonal conflict?

As a response to conflict,avoidance must be used when:

Which of the following statements best describes negotiation?

The process by which a negotiator attempts to gain benefits or concessions for his or her position is called _____.

Which of the following statements is true of the bargaining zone framework?

How are disagreements resolved?

Groupthink refers to:

What is interpersonal and intergroup conflict? Outline the theories explaining intergroup conflict.

Which of the following responses to conflict must be adopted when a person is faced with a crisis situation?

In a distributive negotiation,the terms that need to be negotiated are experienced as limits by both parties.

An arbitrator is an individual who listens to both sides of a disagreement and makes a final decision based on the arguments.

Jane is Maria's colleague and they often tend to argue with each other over minor issues.Both belong to the same team and Jane often insults Maria by passing rude comments for no reason and Maria in turn threatens Jane.This scenario is the best example of an _____ conflict.

Social identification is an attempt to define the norms of the in-group in a way that favors the in-group at the expense of the out-group.

Which of the following questions should be addressed first while diagnosing a disagreement?

Which of the following is the first step involved in an effective negotiation process?

The realistic conflict theory proposes that:

Introduction to Management

The Global Business Environment

Ethics and Corporate Social Responsibility

Introduction to Strategy

Business-Level Strategy

Corporate-Level Strategy

Organizational Design

Organizational Culture

Managing Human Capital

Performance Management

Organizational Change

Leadership in Organizations

Becoming a Leader: Knowing Yourself

Power and Influence

Decision Making

Leading Teams

Motivation

Communication

Networking

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Exam 16: Conflict and Negotiation

The first step in preparing to negotiate is to assess the other party's best alternative to a negotiated agreement.

Which of the following theories proposes that group members of an in-group will seek to find negative aspects of an out-group to enhance their self-image?

Which of the following statements is true of agreements that create value?

Which of the following situations is the best example of an interpersonal conflict?

As a response to conflict,avoidance must be used when:

Which of the following statements best describes negotiation?

The process by which a negotiator attempts to gain benefits or concessions for his or her position is called _____.

Which of the following statements is true of the bargaining zone framework?

How are disagreements resolved?

Groupthink refers to:

What is interpersonal and intergroup conflict? Outline the theories explaining intergroup conflict.

Which of the following responses to conflict must be adopted when a person is faced with a crisis situation?

In a distributive negotiation,the terms that need to be negotiated are experienced as limits by both parties.

An arbitrator is an individual who listens to both sides of a disagreement and makes a final decision based on the arguments.

Jane is Maria's colleague and they often tend to argue with each other over minor issues.Both belong to the same team and Jane often insults Maria by passing rude comments for no reason and Maria in turn threatens Jane.This scenario is the best example of an _____ conflict.

Social identification is an attempt to define the norms of the in-group in a way that favors the in-group at the expense of the out-group.

Which of the following questions should be addressed first while diagnosing a disagreement?

Which of the following is the first step involved in an effective negotiation process?

The realistic conflict theory proposes that:

Introduction to Management

The Global Business Environment

Ethics and Corporate Social Responsibility

Introduction to Strategy

Business-Level Strategy

Corporate-Level Strategy

Organizational Design

Organizational Culture

Managing Human Capital

Performance Management

Organizational Change

Leadership in Organizations

Becoming a Leader: Knowing Yourself

Power and Influence

Decision Making

Leading Teams

Motivation

Communication

Networking

Filters