Question 1

Which of the following is the last step in the negotiation process?

Accepted Answer

A)  closing the deal 
B)  implementing the agreement 
C)  information using 
D)  relationship building 
A)  closing the deal 
B)  implementing the agreement 
C)  information using 
D)  relationship building

Question 2

Frances has a compromising conflict-handling style. All of the following are true of her style except ______.

Accepted Answer

A)  She has a moderate level of concern for herself and a moderate level of concern for others. 
B)  It is appropriate when both parties have strongly opposing views and there is little hope of an integrative solution. 
C)  Both parties are completely satisfied with the outcome. 
D)  It may be the only possible approach when both parties have equivalent influence in the organization. 
A)  She has a moderate level of concern for herself and a moderate level of concern for others. 
B)  It is appropriate when both parties have strongly opposing views and there is little hope of an integrative solution. 
C)  Both parties are completely satisfied with the outcome. 
D)  It may be the only possible approach when both parties have equivalent influence in the organization.

Question 3

Describe the steps in the negotiation process.

Accepted Answer

Preparation: Doing one's homework to hav

Question 4

The majority of what looks like interpersonal conflict is actually a communication breakdown. This describes which type of conflict?

Accepted Answer

A)  unfulfilled expectations 
B)  misunderstanding 
C)  competition for supremacy 
D)  personalities 
A)  unfulfilled expectations 
B)  misunderstanding 
C)  competition for supremacy 
D)  personalities

Question 5

Which of the following sources of conflict results from arguments over a piece of data that can be quantified or an event that can be documented?

Accepted Answer

A)  differences over facts 
B)  differences in perception and values 
C)  personalities 
D)  differences over goals and priorities 
A)  differences over facts 
B)  differences in perception and values 
C)  personalities 
D)  differences over goals and priorities

Question 6

Explain the types of third-party interventions for conflict.

Accepted Answer

Facilitation is when a leader intervenes

Question 7

Which of the following is defined as personality clashes or differences in values?

Accepted Answer

A)  task conflict 
B)  productive conflict 
C)  relationship conflict 
D)  team conflict 
A)  task conflict 
B)  productive conflict 
C)  relationship conflict 
D)  team conflict

Question 8

Which of the following is not one of the questions a leader should ask when attempting to resolve a conflict?

Accepted Answer

A)  Is the intervention necessary or appropriate? 
B)  What type of intervention is most appropriate? 
C)  How have we handled conflict in the past? 
D)  Is the leader the appropriate person to intervene? 
A)  Is the intervention necessary or appropriate? 
B)  What type of intervention is most appropriate? 
C)  How have we handled conflict in the past? 
D)  Is the leader the appropriate person to intervene?

Question 9

Which of the following steps in the negotiation process occurs when offers and counteroffers are extended until a mutually agreeable solution is attained?

Accepted Answer

A)  building the relationship 
B)  preparation 
C)  bidding 
D)  gathering information 
A)  building the relationship 
B)  preparation 
C)  bidding 
D)  gathering information

Question 10

Which of the following is described as conflict that engenders strong emotions such as anger or disgust?

Accepted Answer

A)  supervisory conflict 
B)  process conflict 
C)  affective conflict 
D)  substantive conflict 
A)  supervisory conflict 
B)  process conflict 
C)  affective conflict 
D)  substantive conflict

Question 11

Which of the following is defined as disagreements about resource allocation, policies, or even interpretation of data?

Accepted Answer

A)  relationship conflict 
B)  task conflict 
C)  unproductive conflict 
D)  personality conflict 
A)  relationship conflict 
B)  task conflict 
C)  unproductive conflict 
D)  personality conflict

Question 12

Which of the following occurs when one person seeks to outdo or outshine another person?

Accepted Answer

A)  differences over facts 
B)  differences over goals and priorities 
C)  competition for scarce resources 
D)  competition for supremacy 
A)  differences over facts 
B)  differences over goals and priorities 
C)  competition for scarce resources 
D)  competition for supremacy

Question 13

Which of the following is not true regarding mediators and arbitrators?

Accepted Answer

A)  They are neutral third parties. 
B)  Arbitrators make the decision, while mediators help the two parties come to a solution. 
C)  They are generally brought in when conflict has become so complex that a more formalized dispute resolution method is needed. 
D)  They are generally less expensive than an ombudsman or peer review. 
A)  They are neutral third parties. 
B)  Arbitrators make the decision, while mediators help the two parties come to a solution. 
C)  They are generally brought in when conflict has become so complex that a more formalized dispute resolution method is needed. 
D)  They are generally less expensive than an ombudsman or peer review.

Question 14

All types of conflict (task, relationship, and process) lead to lower team member satisfaction.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following conflict-handling styles is when one person takes a win-lose approach to problem-solving and their focus is on winning their position at the expense of others?

Accepted Answer

A)  obliging 
B)  dominating 
C)  compromising 
D)  integrating 
A)  obliging 
B)  dominating 
C)  compromising 
D)  integrating

Question 16

Which of the following conflict-handling styles is when both parties confront the issue directly and discuss alternative courses of action?

Accepted Answer

A)  obliging 
B)  avoiding 
C)  compromising 
D)  integrating 
A)  obliging 
B)  avoiding 
C)  compromising 
D)  integrating

Question 17

Which of the following is the ability to see things from another person's point of view that conflicts with your own?

Accepted Answer

A)  distributive bargaining 
B)  perspective taking 
C)  BATNA 
D)  sympathy 
A)  distributive bargaining 
B)  perspective taking 
C)  BATNA 
D)  sympathy

Question 18

Task conflict and performance are more strongly positively related for Top Management Teams.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following refers to situations where a limited amount of goods are divided, and the goal is to get the largest slice?

Accepted Answer

A)  fixed pie 
B)  expanding pie 
C)  BATNA 
D)  integrative bargaining 
A)  fixed pie 
B)  expanding pie 
C)  BATNA 
D)  integrative bargaining

Question 20

Which of the following is the best option available to one's side of the negotiation if negotiations fail?

Accepted Answer

A)  distributive bargaining 
B)  best alternative to a negotiated agreement 
C)  expanding pie 
D)  integrative bargaining 
A)  distributive bargaining 
B)  best alternative to a negotiated agreement 
C)  expanding pie 
D)  integrative bargaining

Which of the following is the last step in the negotiation process?

Frances has a compromising conflict-handling style. All of the following are true of her style except ______.

Describe the steps in the negotiation process.

The majority of what looks like interpersonal conflict is actually a communication breakdown. This describes which type of conflict?

Which of the following sources of conflict results from arguments over a piece of data that can be quantified or an event that can be documented?

Explain the types of third-party interventions for conflict.

Which of the following is defined as personality clashes or differences in values?

Which of the following is not one of the questions a leader should ask when attempting to resolve a conflict?

Which of the following steps in the negotiation process occurs when offers and counteroffers are extended until a mutually agreeable solution is attained?

Which of the following is described as conflict that engenders strong emotions such as anger or disgust?

Which of the following is defined as disagreements about resource allocation, policies, or even interpretation of data?

Which of the following occurs when one person seeks to outdo or outshine another person?

Which of the following is not true regarding mediators and arbitrators?

All types of conflict (task, relationship, and process) lead to lower team member satisfaction.

Which of the following conflict-handling styles is when one person takes a win-lose approach to problem-solving and their focus is on winning their position at the expense of others?

Which of the following conflict-handling styles is when both parties confront the issue directly and discuss alternative courses of action?

Which of the following is the ability to see things from another person's point of view that conflicts with your own?

Task conflict and performance are more strongly positively related for Top Management Teams.

Which of the following refers to situations where a limited amount of goods are divided, and the goal is to get the largest slice?

Which of the following is the best option available to one's side of the negotiation if negotiations fail?

What Is Organizational Behavior?

Personality and Person–Environment Fit

Emotions and Moods

Attitudes and Job Satisfaction

Perception, Decision Making, and Problem Solving

Leadership

Power and Politics

Motivation: Core Concepts

Motivation: Applications

Group Processes and Teams

Organizational Communication

Diversity and Cross-Cultural Adjustments

Organizational Culture

Leading Change and Stress Management

Filters

Exam 11: Managing Conflict and Negotiation

Which of the following is the last step in the negotiation process?

Frances has a compromising conflict-handling style. All of the following are true of her style except ______.

Describe the steps in the negotiation process.

The majority of what looks like interpersonal conflict is actually a communication breakdown. This describes which type of conflict?

Which of the following sources of conflict results from arguments over a piece of data that can be quantified or an event that can be documented?

Explain the types of third-party interventions for conflict.

Which of the following is defined as personality clashes or differences in values?

Which of the following is not one of the questions a leader should ask when attempting to resolve a conflict?

Which of the following steps in the negotiation process occurs when offers and counteroffers are extended until a mutually agreeable solution is attained?

Which of the following is described as conflict that engenders strong emotions such as anger or disgust?

Which of the following is defined as disagreements about resource allocation, policies, or even interpretation of data?

Which of the following occurs when one person seeks to outdo or outshine another person?

Which of the following is not true regarding mediators and arbitrators?

All types of conflict (task, relationship, and process) lead to lower team member satisfaction.

Which of the following conflict-handling styles is when one person takes a win-lose approach to problem-solving and their focus is on winning their position at the expense of others?

Which of the following conflict-handling styles is when both parties confront the issue directly and discuss alternative courses of action?

Which of the following is the ability to see things from another person's point of view that conflicts with your own?

Task conflict and performance are more strongly positively related for Top Management Teams.

Which of the following refers to situations where a limited amount of goods are divided, and the goal is to get the largest slice?

Which of the following is the best option available to one's side of the negotiation if negotiations fail?

What Is Organizational Behavior?

Personality and Person–Environment Fit

Emotions and Moods

Attitudes and Job Satisfaction

Perception, Decision Making, and Problem Solving

Leadership

Power and Politics

Motivation: Core Concepts

Motivation: Applications

Group Processes and Teams

Organizational Communication

Diversity and Cross-Cultural Adjustments

Organizational Culture

Leading Change and Stress Management

Filters