Question 1

Which type of negotiation is a win-win in which the agreement involves no loss to either party?

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 2

A group of managers cannot agree on what the next month's sales goals ought to be.The group is experiencing

Accepted Answer

A)  values conflict 
B)  task conflict 
C)  process conflict 
D)  relationship conflict 
E)  information conflict 
A)  values conflict 
B)  task conflict 
C)  process conflict 
D)  relationship conflict 
E)  information conflict

Question 3

Conflict is a common occurrence in organizations.

Accepted Answer

A) True 
 B)False

Question 4

Although expressing one's emotions can be beneficial in other conflicts, it is better to suppress one's emotions entirely during negotiation.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

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

Question 6

Acts of vengeance fall under which category of ineffective conflict resolution behaviors?

Accepted Answer

A)  displaying anger 
B)  winning at all costs 
C)  retaliation 
D)  avoiding the conflict 
E)  demeaning the other party 
A)  displaying anger 
B)  winning at all costs 
C)  retaliation 
D)  avoiding the conflict 
E)  demeaning the other party

Question 7

The compromising 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 8

Even when two people disagree, conflict doesn't escalate unless one or both of the people experience emotions as a result of the disagreement.

Accepted Answer

A) True 
 B)False

Question 9

Effective project teams tend to have _______ levels of relationship conflict that ______ toward the end of the project.

Accepted Answer

A)  high, increases 
B)  high, decreases 
C)  low, increases 
D)  low, decreases 
E)  moderate, fluctuates 
A)  high, increases 
B)  high, decreases 
C)  low, increases 
D)  low, decreases 
E)  moderate, fluctuates

Question 10

________ conflict is a disagreement about how to accomplish something.

Accepted Answer

A)  Values 
B)  Task 
C)  Process 
D)  Relationship 
E)  Information 
A)  Values 
B)  Task 
C)  Process 
D)  Relationship 
E)  Information

Question 11

By definition, __________ conflict occurs between groups at the same organizational level.

Accepted Answer

A)  values 
B)  task 
C)  process 
D)  vertical 
E)  horizontal 
A)  values 
B)  task 
C)  process 
D)  vertical 
E)  horizontal

Question 12

_____________ conflict occurs when two parties agree on what they need to do but can't agree on how to get it done.

Accepted Answer

The answer of _____________ conflict occurs when two parties agree...

Question 13

_________ refers to arguing vigorously for your own opinions and refusing to change your position regardless of what you will have to sacrifice.

Accepted Answer

A)  Retaliating 
B)  Winning at all costs 
C)  Demeaning the other party 
D)  Displaying anger 
E)  Avoiding the conflict 
A)  Retaliating 
B)  Winning at all costs 
C)  Demeaning the other party 
D)  Displaying anger 
E)  Avoiding the conflict

Question 14

In the first stage of Glasl's model of conflict escalation, ________, the disagreement is recognized, but both sides believe it can be resolved through discussion.

Accepted Answer

A)  hardening 
B)  loss of face 
C)  action over words 
D)  debate 
E)  images/coalitions 
A)  hardening 
B)  loss of face 
C)  action over words 
D)  debate 
E)  images/coalitions

Question 15

A(n) ________ is someone who investigates complaints and mediates fair settlements between aggrieved parties.

Accepted Answer

The answer of A(n) ________ is someone who investigates complaints...

Question 16

Negotiators are not allowed to reject the proposed resolution of a conciliator.

Accepted Answer

A) True 
 B)False

Question 17

Third-party conflict mediators usually come from inside the organization.

Accepted Answer

A) True 
 B)False

Question 18

Conflicts of interest can occur over ________ issues, which involve the way the conflict will be handled.

Accepted Answer

A)  psychological 
B)  procedural 
C)  ethical 
D)  substantive 
E)  cultural 
A)  psychological 
B)  procedural 
C)  ethical 
D)  substantive 
E)  cultural

Question 19

In the second stage of Glasl's model of conflict escalation, ________, each side's opinion becomes polarized and emotions rise.

Accepted Answer

A)  hardening 
B)  loss of face 
C)  action over words 
D)  debate 
E)  images/coalitions 
A)  hardening 
B)  loss of face 
C)  action over words 
D)  debate 
E)  images/coalitions

Question 20

In a dysfunctional conflict,

Accepted Answer

A)  some but not all of the potential gains from the conflict are realized. 
B)  neither party typically withdraws from communicating. 
C)  negative feelings do not carry over after the conflict ends. 
D)  negative feelings tend not to become separated from the initial issue. 
E)  no one is satisfied with the outcome. 
A)  some but not all of the potential gains from the conflict are realized. 
B)  neither party typically withdraws from communicating. 
C)  negative feelings do not carry over after the conflict ends. 
D)  negative feelings tend not to become separated from the initial issue. 
E)  no one is satisfied with the outcome.

Which type of negotiation is a win-win in which the agreement involves no loss to either party?

A group of managers cannot agree on what the next month's sales goals ought to be.The group is experiencing

Conflict is a common occurrence in organizations.

Although expressing one's emotions can be beneficial in other conflicts, it is better to suppress one's emotions entirely during negotiation.

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

Acts of vengeance fall under which category of ineffective conflict resolution behaviors?

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

Even when two people disagree, conflict doesn't escalate unless one or both of the people experience emotions as a result of the disagreement.

Effective project teams tend to have _ levels of relationship conflict that toward the end of the project.

________ conflict is a disagreement about how to accomplish something.

By definition, __________ conflict occurs between groups at the same organizational level.

_____________ conflict occurs when two parties agree on what they need to do but can't agree on how to get it done.

_________ refers to arguing vigorously for your own opinions and refusing to change your position regardless of what you will have to sacrifice.

In the first stage of Glasl's model of conflict escalation, ________, the disagreement is recognized, but both sides believe it can be resolved through discussion.

A(n) ________ is someone who investigates complaints and mediates fair settlements between aggrieved parties.

Negotiators are not allowed to reject the proposed resolution of a conciliator.

Third-party conflict mediators usually come from inside the organization.

Conflicts of interest can occur over ________ issues, which involve the way the conflict will be handled.

In the second stage of Glasl's model of conflict escalation, ________, each side's opinion becomes polarized and emotions rise.

In a dysfunctional conflict,

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

Exam 10: Managing Conflict and Negotiating

Which type of negotiation is a win-win in which the agreement involves no loss to either party?

A group of managers cannot agree on what the next month's sales goals ought to be.The group is experiencing

Conflict is a common occurrence in organizations.

Although expressing one's emotions can be beneficial in other conflicts, it is better to suppress one's emotions entirely during negotiation.

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

Acts of vengeance fall under which category of ineffective conflict resolution behaviors?

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

Even when two people disagree, conflict doesn't escalate unless one or both of the people experience emotions as a result of the disagreement.

Effective project teams tend to have _______ levels of relationship conflict that ______ toward the end of the project.

________ conflict is a disagreement about how to accomplish something.

By definition, __________ conflict occurs between groups at the same organizational level.

_____________ conflict occurs when two parties agree on what they need to do but can't agree on how to get it done.

_________ refers to arguing vigorously for your own opinions and refusing to change your position regardless of what you will have to sacrifice.

In the first stage of Glasl's model of conflict escalation, ________, the disagreement is recognized, but both sides believe it can be resolved through discussion.

A(n) ________ is someone who investigates complaints and mediates fair settlements between aggrieved parties.

Negotiators are not allowed to reject the proposed resolution of a conciliator.

Third-party conflict mediators usually come from inside the organization.

Conflicts of interest can occur over ________ issues, which involve the way the conflict will be handled.

In the second stage of Glasl's model of conflict escalation, ________, each side's opinion becomes polarized and emotions rise.

In a dysfunctional conflict,

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

Effective project teams tend to have _ levels of relationship conflict that toward the end of the project.