Question 1

________ is a process in which two or more parties make offers, counteroffers, and concessions in order to reach an agreement.

Accepted Answer

The answer of ________ is a process in which two...

Question 2

The accommodating strategy entails a _________ concern for your interests and a _________ concern for the interests of the other party.

Accepted Answer

A)  low, low 
B)  low, high 
C)  high, low 
D)  high, high 
E)  moderate, moderate 
A)  low, low 
B)  low, high 
C)  high, low 
D)  high, high 
E)  moderate, moderate

Question 3

Which conflict resolution strategy requires both sides to sacrifice something in order to end the conflict?

Accepted Answer

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

Question 4

What does BATNA stand for?

Accepted Answer

A)  Before Arguing, Try Negotiating an Agreement 
B)  Best Alternative To a Negotiated Agreement 
C)  Biggest Advantage To Negotiating Anything 
D)  By Afternoon, The Negotiator Adjourns 
E)  Battered by Accelerating Tensions? Negotiate Away! 
A)  Before Arguing, Try Negotiating an Agreement 
B)  Best Alternative To a Negotiated Agreement 
C)  Biggest Advantage To Negotiating Anything 
D)  By Afternoon, The Negotiator Adjourns 
E)  Battered by Accelerating Tensions? Negotiate Away!

Question 5

Which of the following is NOT one of the four fundamental principles of integrative negotiation?

Accepted Answer

A)  separate the people from the problem 
B)  insist on objective fairness criteria 
C)  invent options for mutual gain 
D)  focus on positions, not interests 
E)  all of these are fundamental principles 
A)  separate the people from the problem 
B)  insist on objective fairness criteria 
C)  invent options for mutual gain 
D)  focus on positions, not interests 
E)  all of these are fundamental principles

Question 6

Which conflict resolution strategy entails giving the other party what it wants?

Accepted Answer

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

Question 7

Which conflict resolution strategy embodies a "we both win some and lose some" mindset?

Accepted Answer

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

Question 8

Define conflicts of interest.Discuss where they come from and how they can be resolved.

Accepted Answer

Conflicts of interest occur when an indi

Question 9

When resolving conflict, it is better to focus on interests than on positions.

Accepted Answer

A) True 
 B)False

Question 10

When a third party facilitates a discussion using persuasion and logic, suggests alternatives, establishes each side's priorities, and suggests a nonbinding settlement, the process is called

Accepted Answer

A)  mediation. 
B)  conciliation. 
C)  distributive negotiation. 
D)  integrative negotiation. 
E)  arbitration. 
A)  mediation. 
B)  conciliation. 
C)  distributive negotiation. 
D)  integrative negotiation. 
E)  arbitration.

Question 11

Distributive negotiation is

Accepted Answer

A)  zero sum. 
B)  usually ineffective. 
C)  unscientific. 
D)  better than integrative negotiation. 
E)  none of these 
A)  zero sum. 
B)  usually ineffective. 
C)  unscientific. 
D)  better than integrative negotiation. 
E)  none of these

Question 12

Which of the following is NOT one of the four key areas of skill development suggested by professionals in conflict resolution training?

Accepted Answer

A)  communicating nonverbally 
B)  questioning 
C)  listening 
D)  mediating 
E)  avoiding 
A)  communicating nonverbally 
B)  questioning 
C)  listening 
D)  mediating 
E)  avoiding

Question 13

Which conflict resolution strategy embodies an "I win, you lose" mindset?

Accepted Answer

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

Question 14

Which of the following is NOT one of the worst conflict resolution behaviors?

Accepted Answer

A)  retaliating 
B)  expressing emotions 
C)  meeting separately with the people in conflict 
D)  demeaning the other party 
E)  winning at all costs 
A)  retaliating 
B)  expressing emotions 
C)  meeting separately with the people in conflict 
D)  demeaning the other party 
E)  winning at all costs

Question 15

When a third party is involved in a conflict and has the power to issue a binding settlement, the process is called

Accepted Answer

A)  mediation. 
B)  conciliation. 
C)  distributive negotiation. 
D)  integrative negotiation. 
E)  arbitration. 
A)  mediation. 
B)  conciliation. 
C)  distributive negotiation. 
D)  integrative negotiation. 
E)  arbitration.

Question 16

A conflict of ________ occurs when someone believes that to satisfy her own needs, the needs and interests of someone else must be sacrificed.

Accepted Answer

The answer of A conflict of ________ occurs when someone...

Question 17

New Wakefield Hospital has only one portable X-ray machine.The emergency room staff claim to have the greatest need for the machine, but the surgeons in the operating room demand ready access to the machine.The conflict between these two groups is a result of

Accepted Answer

A)  differing process goals. 
B)  resource constraints. 
C)  differing values. 
D)  excessive competitiveness. 
E)  interpersonal differences. 
A)  differing process goals. 
B)  resource constraints. 
C)  differing values. 
D)  excessive competitiveness. 
E)  interpersonal differences.

Question 18

When a conflict begins to escalate, one of the best ways to prevent further escalation is to

Accepted Answer

A)  use hostile body language to indicate that you're not willing to be pushed around. 
B)  instigate a shouting match, but only if you're pretty sure you will win. 
C)  intimidate the other party by acting more aggressively than they were expecting. 
D)  react equivalently to the other party and not overact. 
E)  rally other people to your side. 
A)  use hostile body language to indicate that you're not willing to be pushed around. 
B)  instigate a shouting match, but only if you're pretty sure you will win. 
C)  intimidate the other party by acting more aggressively than they were expecting. 
D)  react equivalently to the other party and not overact. 
E)  rally other people to your side.

Question 19

What term refers to the process in which two or more parties make offers, counteroffers, and concessions in order to reach an agreement?

Accepted Answer

A)  integration 
B)  distribution 
C)  negotiation 
D)  conflict 
E)  none of these 
A)  integration 
B)  distribution 
C)  negotiation 
D)  conflict 
E)  none of these

Question 20

Integrative negotiation is generally better than distributive negotiation.

Accepted Answer

A) True 
 B)False

________ is a process in which two or more parties make offers, counteroffers, and concessions in order to reach an agreement.

The accommodating strategy entails a _ concern for your interests and a _ concern for the interests of the other party.

Which conflict resolution strategy requires both sides to sacrifice something in order to end the conflict?

What does BATNA stand for?

Which of the following is NOT one of the four fundamental principles of integrative negotiation?

Which conflict resolution strategy entails giving the other party what it wants?

Which conflict resolution strategy embodies a "we both win some and lose some" mindset?

Define conflicts of interest.Discuss where they come from and how they can be resolved.

When resolving conflict, it is better to focus on interests than on positions.

When a third party facilitates a discussion using persuasion and logic, suggests alternatives, establishes each side's priorities, and suggests a nonbinding settlement, the process is called

Distributive negotiation is

Which of the following is NOT one of the four key areas of skill development suggested by professionals in conflict resolution training?

Which conflict resolution strategy embodies an "I win, you lose" mindset?

Which of the following is NOT one of the worst conflict resolution behaviors?

When a third party is involved in a conflict and has the power to issue a binding settlement, the process is called

A conflict of ________ occurs when someone believes that to satisfy her own needs, the needs and interests of someone else must be sacrificed.

New Wakefield Hospital has only one portable X-ray machine.The emergency room staff claim to have the greatest need for the machine, but the surgeons in the operating room demand ready access to the machine.The conflict between these two groups is a result of

When a conflict begins to escalate, one of the best ways to prevent further escalation is to

What term refers to the process in which two or more parties make offers, counteroffers, and concessions in order to reach an agreement?

Integrative negotiation is generally better than distributive negotiation.

An Overview of Organizational Behavior

The Changing Environment of Organizations

Individual Differences

Individual Values, Perceptions, and Reactions

Motivating Behavior

Motivating Behavior with Work and Rewards

Groups and Teams

Decision Making and Problem Solving

Communication

Traditional Leadership Approaches

Contemporary Views of Leadership in Organizations

Power, Influence, and Politics

Organizational Structure and Design

Organizational Culture

Organization Change and Change Management

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Exam 10: Managing Conflict and Negotiating

________ is a process in which two or more parties make offers, counteroffers, and concessions in order to reach an agreement.

The accommodating strategy entails a _________ concern for your interests and a _________ concern for the interests of the other party.

Which conflict resolution strategy requires both sides to sacrifice something in order to end the conflict?

What does BATNA stand for?

Which of the following is NOT one of the four fundamental principles of integrative negotiation?

Which conflict resolution strategy entails giving the other party what it wants?

Which conflict resolution strategy embodies a "we both win some and lose some" mindset?

Define conflicts of interest.Discuss where they come from and how they can be resolved.

When resolving conflict, it is better to focus on interests than on positions.

When a third party facilitates a discussion using persuasion and logic, suggests alternatives, establishes each side's priorities, and suggests a nonbinding settlement, the process is called

Distributive negotiation is

Which of the following is NOT one of the four key areas of skill development suggested by professionals in conflict resolution training?

Which conflict resolution strategy embodies an "I win, you lose" mindset?

Which of the following is NOT one of the worst conflict resolution behaviors?

When a third party is involved in a conflict and has the power to issue a binding settlement, the process is called

A conflict of ________ occurs when someone believes that to satisfy her own needs, the needs and interests of someone else must be sacrificed.

New Wakefield Hospital has only one portable X-ray machine.The emergency room staff claim to have the greatest need for the machine, but the surgeons in the operating room demand ready access to the machine.The conflict between these two groups is a result of

When a conflict begins to escalate, one of the best ways to prevent further escalation is to

What term refers to the process in which two or more parties make offers, counteroffers, and concessions in order to reach an agreement?

Integrative negotiation is generally better than distributive negotiation.

An Overview of Organizational Behavior

The Changing Environment of Organizations

Individual Differences

Individual Values, Perceptions, and Reactions

Motivating Behavior

Motivating Behavior with Work and Rewards

Groups and Teams

Decision Making and Problem Solving

Communication

Traditional Leadership Approaches

Contemporary Views of Leadership in Organizations

Power, Influence, and Politics

Organizational Structure and Design

Organizational Culture

Organization Change and Change Management

Filters

The accommodating strategy entails a _ concern for your interests and a _ concern for the interests of the other party.