Exam 11: Conflict and Negotiation in the Workplace

Team cohesion produces a stronger social identity with the group, this motivates team members to avoid escalating relationship conflict.

Many negotiation situations are not zero-sum, winner-take-all problems.

Two team members who disagree over their work schedule approach their team leader to help resolve the conflict. Based on your knowledge of third-party conflict resolution, to avoid feelings of unfairness by the team member, the team leader should:

The poor work ethic of Generation-X employees is one of the main sources of conflict in work organizations.

The compromising conflict management style involves searching for a middle ground.

When negotiators get closer to their time deadline, they have a tendency to make fewer concessions.

Two employees with incompatible goals are less likely to experience conflict.

The bargaining zone model illustrates

A Dean tells a faculty member, "I don't care what the collective agreement states about your right to negotiate a workload with me, I'm the Dean, and I make the decisions about who is assigned what work and how much." According to your text, this is an example of which approach for resolving conflict?

The union and management teams are under a deadline to conclude negotiations. Discuss two effects that time management will have on the negotiation process.

According to research, expert negotiators tend to make fewer counterproposals than ordinary negotiators.

Comment on the accuracy of the following statement: 'Negotiators tend to bargain more effectively if they don't make concessions.'

Ambiguous rules, scarce resources, and task interdependence are

The two main forms of conflict are

Communication and understanding interventions should be applied only after differentiation between the parties has been reduced.

Two business units operate out of different buildings in a large city. They offer distinct products to customers and have their own budgets. However, they must share training facilities located at headquarters, also located in the city. This often creates conflict because both business units tend to want the training facilities at the same time. Describe the source(s) of conflict that are apparent in this situation and describe two potential solutions that would minimize this conflict.

Negotiating in teams is not advisable because some team members will hear information that should be kept confidential.

Having a high BATNA provides considerable power in negotiation.

Conflict is more likely to occur when two people or departments are governed by programmed decision rules.

Avoiding is usually the best interpersonal conflict management style when the issue is trivial to everyone involved.