Exam 15: Change, Conflict, and Negotiation

Abra Cabinets recently announced it would downsize and outsource certain jobs, not surprisingly, many employees are distracted by the news. If the company wants to overcome change resistance as fast as possible, which method should it use?

Which approach for dealing with resistance to change works best for adjustment problems?

Which guideline for tempered radicals involves building managerial support by explaining the business case for ideas?

How is added value negotiating (AVN) different from traditional negotiating?

David Zugheri, co-founder of First Houston Mortgage attempted to implement a _________ overnight, providing us with an example of how not to initiate change.

According to Steve Albrecht, added value negotiating leads to healthy long-term relationships because it's based on openness and a commitment to value.

____ is not a practical guideline for tempered radicals stemming from Meyerson's research.

What advice would you give your coworker if you believe she or he is a tempered radical?

Personality clashes and time pressure are common conflict triggers.

The central idea behind organizational development (OD) is to fundamentally change

Added value negotiating is a five-step process involving the development of multiple deals that add value to the negotiating process.

All of the following are involved in the added value negotiating (AVN) process except

According to the OD process, refreezing is necessary before the change has been introduced.

When a rapid change is necessary and there is no time for meetings or discussions, management should use which strategy for overcoming resistance to change?

Because it forces the parties into single outcome negotiations, added value negotiating (AVN) is useful.

An example of a strategic change is switching from building houses to building high-rise apartments.

____ is (are) not a reason why employees resist change that is covered in the text.

Vanessa has been appointed team leader of a new project team. Recently, she overheard Cassy, one of her team members, say "this is going to be a lot harder than it seemed three weeks ago." Which stage of change is Cassy experiencing?

The bargaining zone refers to the gap between two negotiators' BATNAs.

David Zugheri, co-founder of First Houston Mortgage provides us with an excellent example of successful change management with his companies "no paper" initiative where he converted the office overnight.