Question 1

What is the difference between formal and informal bargaining situations?

Accepted Answer

A)  Informal sessions are casual whereas formal sessions never are. 
B)  Informal sessions are difficult whereas formal sessions are easy. 
C)  Informal sessions are scheduled over time whereas formal sessions are spontaneous. 
D)  Informal sessions are spontaneous whereas formal sessions are scheduled over time. 
A)  Informal sessions are casual whereas formal sessions never are. 
B)  Informal sessions are difficult whereas formal sessions are easy. 
C)  Informal sessions are scheduled over time whereas formal sessions are spontaneous. 
D)  Informal sessions are spontaneous whereas formal sessions are scheduled over time.

Question 2

It is not important to maintain a high level of enthusiasm during the bargaining
process.

Accepted Answer

A) True 
 B)False

Question 3

What is the primary cause of conflict in organizations?

Accepted Answer

A)  personality conflicts 
B)  compromise 
C)  concern for tasks 
D)  competing goals 
A)  personality conflicts 
B)  compromise 
C)  concern for tasks 
D)  competing goals

Question 4

Which conflict style is more concerned with personal goal achievement than with Relational stability?

Accepted Answer

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

Question 5

The accommodation conflict style is characterized by a low concern for content goals ? and a high concern for relational goals.

Accepted Answer

A) True 
 B)False

Question 6

In an ongoing conflict situation,what might change as the conflict situation develops And the conflicting partners begin to understand each other better?

Accepted Answer

A)  goals 
B)  positions 
C)  argumentativeness 
D)  conflict 
A)  goals 
B)  positions 
C)  argumentativeness 
D)  conflict

Question 7

Which of the following suggestions can improve goal setting for conflict management?

Accepted Answer

A)  analyze the relationship you have with the person and that person's conflict style 
B)  familiarize yourself with the physical environment where the conflict occurs 
C)  control your tendency toward verbal aggressiveness 
D)  appreciate the relief that follows working through a productive conflict situation 
A)  analyze the relationship you have with the person and that person's conflict style 
B)  familiarize yourself with the physical environment where the conflict occurs 
C)  control your tendency toward verbal aggressiveness 
D)  appreciate the relief that follows working through a productive conflict situation

Question 8

Concessions are seldom useful in the negotiation process.

Accepted Answer

A) True 
 B)False

Question 9

__________ is (are)an example of a formal bargaining situation.

Accepted Answer

A)  Labor -management negotiations 
B)  An employer and employee who disagree about performance standards 
C)  Coworker territorial disputes 
D)  Bargaining with hotels about corporate rates 
A)  Labor -management negotiations 
B)  An employer and employee who disagree about performance standards 
C)  Coworker territorial disputes 
D)  Bargaining with hotels about corporate rates

Question 10

Conflict has been defined as "an expressed struggle between at least two __________ Parties who perceive incompatible goals,scarce resources,and interference from the Other party in achieving their goals."

Accepted Answer

A)  solitary 
B)  independent 
C)  interdependent 
D)  dependent 
A)  solitary 
B)  independent 
C)  interdependent 
D)  dependent

Question 11

In a bargaining session,two or more people with different goals exchange
Communication to produce a __________ outcome.

Accepted Answer

A)  mutually agreed on 
B)  conceded 
C)  lengthy 
D)  mutually undesirable 
A)  mutually agreed on 
B)  conceded 
C)  lengthy 
D)  mutually undesirable

Question 12

What is one of the most frequent obstacles to conflict resolution?

Accepted Answer

A)  competing goals 
B)  failure to listen 
C)  anxiety 
D)  scarce resources 
A)  competing goals 
B)  failure to listen 
C)  anxiety 
D)  scarce resources

Question 13

The tendency to attack other people and their self -concepts instead of issues is termed

Accepted Answer

A)  argumentativeness. 
B)  conflict. 
C)  verbal aggressiveness. 
D)  negotiation. 
A)  argumentativeness. 
B)  conflict. 
C)  verbal aggressiveness. 
D)  negotiation.

Question 14

Verbal aggressiveness that comes from having observed and imitated parents,siblings, Peers,and significant others who were verbally aggressive can be termed

Accepted Answer

A)  psychopathy. 
B)  dislike of others. 
C)  schizophrenia. 
D)  social learning. 
A)  psychopathy. 
B)  dislike of others. 
C)  schizophrenia. 
D)  social learning.

Question 15

What does making concessions demonstrate to the other negotiators?

Accepted Answer

A)  It demonstrates an unwillingness to change the offer. 
B)  It demonstrates a desire to get the negotiations started. 
C)  It demonstrates a willingness to be cooperative and to continue the bargaining. 
D)  It demonstrates a willingness to give in to anything they want. 
A)  It demonstrates an unwillingness to change the offer. 
B)  It demonstrates a desire to get the negotiations started. 
C)  It demonstrates a willingness to be cooperative and to continue the bargaining. 
D)  It demonstrates a willingness to give in to anything they want.

Question 16

Informal bargaining does not occur in the workplace.

Accepted Answer

A) True 
 B)False

Question 17

Argumentativeness includes the ability to recognize controversial issues in
communication situations.

Accepted Answer

A) True 
 B)False

What is the difference between formal and informal bargaining situations?

It is not important to maintain a high level of enthusiasm during the bargaining process.

What is the primary cause of conflict in organizations?

Which conflict style is more concerned with personal goal achievement than with Relational stability?

The accommodation conflict style is characterized by a low concern for content goals ? and a high concern for relational goals.

In an ongoing conflict situation,what might change as the conflict situation develops And the conflicting partners begin to understand each other better?

Which of the following suggestions can improve goal setting for conflict management?

Concessions are seldom useful in the negotiation process.

__________ is (are)an example of a formal bargaining situation.

Conflict has been defined as "an expressed struggle between at least two __________ Parties who perceive incompatible goals,scarce resources,and interference from the Other party in achieving their goals."

In a bargaining session,two or more people with different goals exchange Communication to produce a __________ outcome.

What is one of the most frequent obstacles to conflict resolution?

The tendency to attack other people and their self -concepts instead of issues is termed

Verbal aggressiveness that comes from having observed and imitated parents,siblings, Peers,and significant others who were verbally aggressive can be termed

What does making concessions demonstrate to the other negotiators?

Informal bargaining does not occur in the workplace.

Argumentativeness includes the ability to recognize controversial issues in communication situations.

Communication in Organizations

The Model of Strategic Communication

Diversity in Business and the Professions

Listening Skills

Verbal and Nonverbal Skills

Leadership and Management Skills

Work Relationships

Interviewing Skills

Fundamentals of Group Communication

Meetings: Forums for Problem Solving 305

Developing and Delivering Effective Presentations

Informative Presentations

Persuasive and Special Presentations

Filters

Exam 11: Negotiation and Conflict Management

What is the difference between formal and informal bargaining situations?

It is not important to maintain a high level of enthusiasm during the bargaining process.

What is the primary cause of conflict in organizations?

Which conflict style is more concerned with personal goal achievement than with Relational stability?

The accommodation conflict style is characterized by a low concern for content goals ? and a high concern for relational goals.

In an ongoing conflict situation,what might change as the conflict situation develops And the conflicting partners begin to understand each other better?

Which of the following suggestions can improve goal setting for conflict management?

Concessions are seldom useful in the negotiation process.

__________ is (are)an example of a formal bargaining situation.

Conflict has been defined as "an expressed struggle between at least two __________ Parties who perceive incompatible goals,scarce resources,and interference from the Other party in achieving their goals."

In a bargaining session,two or more people with different goals exchange Communication to produce a __________ outcome.

What is one of the most frequent obstacles to conflict resolution?

The tendency to attack other people and their self -concepts instead of issues is termed

Verbal aggressiveness that comes from having observed and imitated parents,siblings, Peers,and significant others who were verbally aggressive can be termed

What does making concessions demonstrate to the other negotiators?

Informal bargaining does not occur in the workplace.

Argumentativeness includes the ability to recognize controversial issues in communication situations.

Communication in Organizations

The Model of Strategic Communication

Diversity in Business and the Professions

Listening Skills

Verbal and Nonverbal Skills

Leadership and Management Skills

Work Relationships

Interviewing Skills

Fundamentals of Group Communication

Meetings: Forums for Problem Solving 305

Developing and Delivering Effective Presentations

Informative Presentations

Persuasive and Special Presentations

Filters