Question 1

Researchers have discovered that expert negotiators ask more than twice as many questions as average negotiators.

Accepted Answer

A) True 
 B)False

Question 2

Jane has just been appointed as purchasing manager of Tacoma Technologies Corp. The previous purchasing manager, who recently retired, was known for his "winner-take-all" approach to suppliers. He continually fought for more discounts and was skeptical about any special deals that suppliers would propose. A few suppliers refused to do business with Tacoma Technologies, but senior management was confident that the former purchasing manager's approach minimized the company's costs. Jane wants to try a more problem-solving approach to working with suppliers. Contrast Jane's and her predecessor's approach to negotiations in terms of the dimensions of interpersonal conflict management style. Then explain whether Jane's approach will be effective or not.

Accepted Answer

This question begins by asking students

Question 3

Which of the following best describes relationship conflict?

Accepted Answer

A) When two people cannot resolve task conflict, relationship conflict develops. 
B) The conflict episodes are viewed as personal attacks, rather than attempts to resolve the problem. 
C) One party perceives that another party might oppose its interests. 
D) Two people adopt a win-win rather than a win-lose orientation. 
E) The conflict is between two individuals rather than departments or organizations. 
A) When two people cannot resolve task conflict, relationship conflict develops. 
B) The conflict episodes are viewed as personal attacks, rather than attempts to resolve the problem. 
C) One party perceives that another party might oppose its interests. 
D) Two people adopt a win-win rather than a win-lose orientation. 
E) The conflict is between two individuals rather than departments or organizations.

Question 4

The conflict process model includes

Accepted Answer

A) conflict emotions. 
B) sources of conflict. 
C) conflict outcomes and conflict emotions, but not sources of conflict. 
D) conflict outcomes. 
E) conflict outcomes, conflict emotions, and sources of conflict. 
A) conflict emotions. 
B) sources of conflict. 
C) conflict outcomes and conflict emotions, but not sources of conflict. 
D) conflict outcomes. 
E) conflict outcomes, conflict emotions, and sources of conflict.

Question 5

Expert negotiators use less inflammatory language that might irritate one's counterpart.

Accepted Answer

A) True 
 B)False

Question 6

All of the following are integrative strategies negotiators use EXCEPT

Accepted Answer

A) gathering information. 
B) using emotional intelligence to manage the other party's emotions. 
C) discovering priorities through offers and concessions. 
D) building relationships. 
E) All of these are valid integrative strategies. 
A) gathering information. 
B) using emotional intelligence to manage the other party's emotions. 
C) discovering priorities through offers and concessions. 
D) building relationships. 
E) All of these are valid integrative strategies.

Question 7

Conflict tends to escalate more with a win-lose than with a win-win orientation.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is NOT explicitly part of the conflict process model?

Accepted Answer

A) Conflict tolerance 
B) Conflict sources 
C) Conflict emotions 
D) Conflict perceptions 
E) Manifest conflict 
A) Conflict tolerance 
B) Conflict sources 
C) Conflict emotions 
D) Conflict perceptions 
E) Manifest conflict

Question 9

The newly hired CEO of an advertising agency noticed that employees were constantly arguing and debating with each other over design and ad copy. This cantankerous behaviour was quite different from the more reserved and polite interactions that occurred in the CEO's previous organization in the consumer products industry. To correct this problem, the CEO established a new motto ('Serving Clients in Harmony') and actively discouraged employees from the spirited debates that occurred in the past. Some key staff members left the company over the next few months, saying that the company was losing its creative edge. However, the CEO was able to bring in new employees who were more discreet and subtle in their discussions with colleagues. Discuss the merits of the CEO's actions.

Accepted Answer

The first issue that students should con

Question 10

Relationship conflict escalates more easily than task conflict.

Accepted Answer

A) True 
 B)False

Question 11

Claiming value during negotiations involves trying to obtain the best possible outcome for yourself and your constituents.

Accepted Answer

A) True 
 B)False

Question 12

Direct communication minimizes conflict by

Accepted Answer

A) improving understanding of the other party's circumstances. 
B) reducing reliance on stereotypes about the other party. 
C) reducing task interdependence. 
D) doing all of these things. 
E) reducing reliance on stereotypes and improving understanding of the other party's circumstances. 
A) improving understanding of the other party's circumstances. 
B) reducing reliance on stereotypes about the other party. 
C) reducing task interdependence. 
D) doing all of these things. 
E) reducing reliance on stereotypes and improving understanding of the other party's circumstances.

Question 13

For everyday disputes between two employees, managers should useas a third-party intervention.

Accepted Answer

A) negotiation 
B) retaliation 
C) mediation 
D) inquisition 
E) arbitration 
A) negotiation 
B) retaliation 
C) mediation 
D) inquisition 
E) arbitration

Question 14

Which third-party conflict resolution strategy manages the process and context of interaction between the disputing parties, but does not impose a solution on the parties?

Accepted Answer

A) Arbitration 
B) Inquisition 
C) Med-Arb 
D) Mediation 
E) None of these are correct. 
A) Arbitration 
B) Inquisition 
C) Med-Arb 
D) Mediation 
E) None of these are correct.

Question 15

The yielding conflict management style is preferred when both parties have equal power and enough trust to share information.

Accepted Answer

A) True 
 B)False

Question 16

To be more effective, managers should

Accepted Answer

A) try to increase the amount of conflict among employees. 
B) convince employees that conflict should be avoided. 
C) encourage task conflict for better decision making and minimize relationship conflict. 
D) remove manifest conflict as well as negative conflict outcomes even though the sources of conflict remain in place. 
E) successfully remove conflict from the organization, because it saps productivity. 
A) try to increase the amount of conflict among employees. 
B) convince employees that conflict should be avoided. 
C) encourage task conflict for better decision making and minimize relationship conflict. 
D) remove manifest conflict as well as negative conflict outcomes even though the sources of conflict remain in place. 
E) successfully remove conflict from the organization, because it saps productivity.

Question 17

According to your text, compared to those with individualist cultures, employees in collectivist and high power distance cultures tend to be:

Accepted Answer

A) less comfortable with the practice of resolving differences through direct and open communication. 
B) no more comfortable or uncomfortable with any particular practice of resolving differences. 
C) more comfortable with the practice of resolving differences through direct and open communication. 
D) All of these are correct. 
E) There is no evidence to support a cultural dimension with respect to any differences. 
A) less comfortable with the practice of resolving differences through direct and open communication. 
B) no more comfortable or uncomfortable with any particular practice of resolving differences. 
C) more comfortable with the practice of resolving differences through direct and open communication. 
D) All of these are correct. 
E) There is no evidence to support a cultural dimension with respect to any differences.

Question 18

Which of the following is a third-party conflict resolution strategy with high process control and high outcome control?

Accepted Answer

A) Mediation 
B) Imposition 
C) Arbitration 
D) Inquisition 
E) All third-party conflict resolution strategies have high process and outcome control. 
A) Mediation 
B) Imposition 
C) Arbitration 
D) Inquisition 
E) All third-party conflict resolution strategies have high process and outcome control.

Question 19

Negotiators implicitly or explicitly consider three bargaining positions, including

Accepted Answer

A) win-win, win-lose, lose-lose. 
B) resistance, concessions, time. 
C) initial, target, resistance. 
D) win-win, time, target. 
E) initial, concessions, final. 
A) win-win, win-lose, lose-lose. 
B) resistance, concessions, time. 
C) initial, target, resistance. 
D) win-win, time, target. 
E) initial, concessions, final.

Question 20

Initial, target, and resistance represent three elements in

Accepted Answer

A) the conflict escalation cycle. 
B) the types of third-party conflict resolution. 
C) the sources of conflict. 
D) the conflict process model. 
E) the bargaining zone model. 
A) the conflict escalation cycle. 
B) the types of third-party conflict resolution. 
C) the sources of conflict. 
D) the conflict process model. 
E) the bargaining zone model.

Researchers have discovered that expert negotiators ask more than twice as many questions as average negotiators.

Which of the following best describes relationship conflict?

The conflict process model includes

Expert negotiators use less inflammatory language that might irritate one's counterpart.

All of the following are integrative strategies negotiators use EXCEPT

Conflict tends to escalate more with a win-lose than with a win-win orientation.

Which of the following is NOT explicitly part of the conflict process model?

Relationship conflict escalates more easily than task conflict.

Claiming value during negotiations involves trying to obtain the best possible outcome for yourself and your constituents.

Direct communication minimizes conflict by

For everyday disputes between two employees, managers should useas a third-party intervention.

Which third-party conflict resolution strategy manages the process and context of interaction between the disputing parties, but does not impose a solution on the parties?

The yielding conflict management style is preferred when both parties have equal power and enough trust to share information.

To be more effective, managers should

According to your text, compared to those with individualist cultures, employees in collectivist and high power distance cultures tend to be:

Which of the following is a third-party conflict resolution strategy with high process control and high outcome control?

Negotiators implicitly or explicitly consider three bargaining positions, including

Initial, target, and resistance represent three elements in

Introduction to the Field of Organizational Behaviour

Individual Behaviour

Perceiving Ourselves and Others in Organizations

Workplace Emotions

Foundations of Employee Motivation

Applied Performance Practices

Decision Making and Creativity

Team Dynamics

Communicating in Organizations

Power and Influence in the Workplace

Leadership in Organizational Settings

Designing Organizational Structures

Organizational Culture

Organizational Change

Filters

Exam 11: Conflict and Negotiation in the Workplace

Researchers have discovered that expert negotiators ask more than twice as many questions as average negotiators.

Which of the following best describes relationship conflict?

The conflict process model includes

Expert negotiators use less inflammatory language that might irritate one's counterpart.

All of the following are integrative strategies negotiators use EXCEPT

Conflict tends to escalate more with a win-lose than with a win-win orientation.

Which of the following is NOT explicitly part of the conflict process model?

Relationship conflict escalates more easily than task conflict.

Claiming value during negotiations involves trying to obtain the best possible outcome for yourself and your constituents.

Direct communication minimizes conflict by

For everyday disputes between two employees, managers should useas a third-party intervention.

Which third-party conflict resolution strategy manages the process and context of interaction between the disputing parties, but does not impose a solution on the parties?

The yielding conflict management style is preferred when both parties have equal power and enough trust to share information.

To be more effective, managers should

According to your text, compared to those with individualist cultures, employees in collectivist and high power distance cultures tend to be:

Which of the following is a third-party conflict resolution strategy with high process control and high outcome control?

Negotiators implicitly or explicitly consider three bargaining positions, including

Initial, target, and resistance represent three elements in

Introduction to the Field of Organizational Behaviour

Individual Behaviour

Perceiving Ourselves and Others in Organizations

Workplace Emotions

Foundations of Employee Motivation

Applied Performance Practices

Decision Making and Creativity

Team Dynamics

Communicating in Organizations

Power and Influence in the Workplace

Leadership in Organizational Settings

Designing Organizational Structures

Organizational Culture

Organizational Change

Filters